Discover The Truth About Objections

By: Joe Crisara

Discover The Truth About Objections-Service

Are you tired of feeling dejected following another failed sales call?

Are you tired of quitting on sales calls after hearing objections from your buyer?

Well the good news is…

you’re not alone.

Most HVAC, plumbing and electrical service professionals also head for the door at the first sign of client resistance or what we commonly refer to as objections.

And let me tell you…

It’s ok…

Because what you’ve learned about objections has led you to believe that it meant game over.

No sale.

So, you grab your tools and move onto the next call.

When in reality, what an objection is and what is means to your success on a call are completely different than what you’ve previously thought.

And it’s time you learned the truth.

But, before we dive into the truth about objections, I need to clear something up…

It’s a matter of service not sales

In order to truly succeed as a HVAC technician, plumber or electrician, you must first have a passion for and deliver exceptional service.

So when you are hit with buyer objections you need to have the courage and confidence to help your client through their resistance and move them towards solutions that will help them and their family.

By walking away from a client without attempting to help them through their resistance, you are giving up on the job and quitting.

By choosing to be a quitter, you are choosing to not deliver superior service and relegate yourself to middle of the pack service contractors, making middle of the pack money and living a middle of the pack life.

Is that what you really want? I don’t think so.

So let me be clear…

By helping your buyer overcome resistance (objections) you are in essence delivering the best service and that’s what your buyer deserves.

An objection is a statement or question by the buyer that stops or stalls the buying process

When a buyer utters a statement like, “I’m going to need more time to think about this.” and you say, “Sure, no problem, give me a call back when you’re ready.”

Telling them to “give you a call” is a big problem, because you’ve already decided the customer has said “No”, when I reality they haven’t.

All they’ve said is, “I need time to think”. It’s a simple stall.

So, instead of walking away and asking the buyer to give you a “call back when you’re ready”, stand confident and say something like…

“I understand. It’s a lot to think about. I’ll stay here as long as you need my help. What should we do?”

This is a very powerful stance where you are committed to helping the customer with their resistance in the moment so you can deliver exceptional service.

3Step RibbonGetting an objection is a natural part of any sales process

And… The truth is… You actually want them.

That’s right… You actually want objections. Why?

  1. They are a positive signal that your buyer is interested and willing to tell you know why they have reservations about moving forward.
  2. It means they trust you enough to let you into their private thoughts about making this purchase.
  3. Buyers are testing you to see if you have confidence in your product, service and price. (If you don’t have confidence, neither will they)
  4. Most of all, when you hear and objections, it means that there is a possibility of the job or project moving forward.

Did you read that last one?

Read it again…

Most of all it means that there is a possibility of the job or project moving forward.

When you hear an objection, it means the buyer is engaged and this is really good. The last thing you want after you to present your solutions is a buyer that sits there speechless.

You want a reaction. You want engagement.

So instead of quitting, understand that objections are a natural part of the process and actually mean your buyer is truly interested and trusts you.

Which brings me to my final point.

Being a great service provider takes courage and confidence  

The first person who should be sold that you are the best for your client is YOU!

When your buyer tests you by saying, “I need to think about it.”

Stand firmly; show you believe in your service and yourself by helping them through their decision.

“I understand. It’s a lot to think about. I’ll stay here as long as you need my help. What should we do?”

Bottom line…

If you do not have confidence in yourself and your solutions then there is no way your buyer is going to have confidence either.

And every time they hit you with an objection (resistance) you will quit and head for the truck.

But this doesn’t have to be you.

Take action today, increase your level of service and increase your sales

  1. Read this post on how to build confidence. It will give you a step-by-step process to increase your confidence quickly.
  2. Click here and download The Ultimate 3 Step Objection Handling Strategy and give yourself a powerful strategy to handle buyer resistance and close more deals.

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4 thoughts on “Discover The Truth About Objections

  1. Awesome article Joe! I love how you stress the service motive as the key to overcoming the objection. This should help a lot of people, techs and customers alike.

  2. Most common objections i get are:
    ” Well I have to ask my Husband “or
    “We may be moving soon” and dont want to spend the money

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