How To Simply Melt An Objection (Or Lots Of It) Away

O.K. I'll make this short and straightforward so you can spend your time doing something you long to do...

"How to simply melt an objection (or lots of it) away?"

Well, I'm back from my business trip to Kuala Lumpur, and as I promised you, here are a few simple steps you can immediately take. 

Don't be fooled by their simplicity (in fact they are too simple that they look natural). 

Here they are...

Imagine your favorite cushion. 

Yup! 

Cushion. 

Done? 

Now, imagine you somehow slip and fall into it. 

I'm sure you want to believe that again, right? 

And imagine someone else falls into it... isn't he or she going to feel the same? 

And that's the first thing you want to do when handling objections... 

• 1. Cushion it.

Take a typical scenario:

Doctor A: "Your Product Z causes my patients to return, and I have to change their prescription! What a waste!"

You: "I can see that it upset you Doctor A, how many of them return?" (Shut up and wait for the answer... this is a cushion)

Doctor A: "A few of them. Check with my nurse."

You: "OK. I'll do that and what was the complaint about, doctor, if you don't mind sharing?" (another cushion)

And the second cushion brings us to the next step, and it is as important as the first one...

• 2. Quantify them. 

Why? 

Because in many instances, a customer just make things up or spice things up and by asking a question that leads them to reveal the amount, the exact numbers, the actual figure, you roughly can judge the valid objection from a smoke-screen opposition, just like the wiper in a torrential downpour.

Doctor A: "They said it causes headaches which they didn't experience before."

You: "I see. Other than that, are there any other complaints?" (This is crucial, and you'll see why)

Doctor A: "Some blurred vision and stuff but that's very minor. Headache is the worst effect."

I explain what you just did. 

You just took the third handling objection simple step which is...

• 3. Address the main, the most important, the most relevant objection. 

Cut the hanky panky and get to the most addressing concern, in the above scenario - the headache. 

Why this is crucial? 

I tell you why. 

You address the 'big' one, the small just vanished! 

Like the genie from Aladdin's lamp or like my paycheck before the month-end ;)

You: "Well Doctor A. Headache is one of the side effects listed in our packet insert. Numerous safety data studies show that the incidence is less than 2% which means if you prescribe Product Z to 100 patients today, 2 of them will experience a headache. It's documented, and we do not deny it. And if you just lower the dose, or combine it with Drug C, usually the headache just go away, according to many of your peers' experience. Does this explains it all Doctor A?"

And that's the last step to take...

• Explain and Reassure. 

Simple, concise, factual, straight to the point explanation will do and always... always reassure them that you can take care of the matter.

Let's sum up the steps... first, you cushion it, then you quantify it, and move on to offer an explanation and reassure that you'll deliver.

That's all to it and in contrast to 'other' handling objection techniques, you can use this script and steps to almost any products, any social styles, and any market you're currently in.