Welcome back to 90 with Nate!

Danielle from England writes in and asks, “Nate, how do I handle objections?”

The first thing I want to say to you guys is this: better prospecting will lead to fewer objections. So if you don’t want to have to handle as many objections, do a better job in the prospecting process.

I gave Danielle a homework assignment (via email) and I told her to write down the top 5 objections that she was getting the most, and then to think through what her answer would be for each one of those objections.

My belief is that if you take the time to sit down and to think, then you will own the answers to each one of those objections. So go through a season of time where you really take note of the objections that you are getting the most, and then come up with an answer that’s a really good, honest, straightforward, concise answer to each of those.

But I’ll give you a couple of extra little tidbits on this point.

When it comes time to handle an objection, ask thoughtful, probing questions so that you can really get to the heart of what the prospect is asking you. And then always answer with short and concise *answers (not questions. I made a mistake in the filming of this episode that wasn’t caught in the editing process). The reason why I want you to do that is this: if you go on a rant trying to answer their objection and you talk a lot, you simply open up the door to possibly bringing up other objections in the mind of the prospect.

The more you say…they more they have to think about…and the more questions they’re going to come back to you with.

I hope that helps you, Danielle in England! And I hope that helps all the rest of you.

Take my advice on doing that exercise: come up with a list of objections you’re getting the most, and sit down and come up with a thoughtful answer for each one. Then you’ll own the information

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