Today I was in a tussle with myself because I couldn’t get the required shift from a belief change process I was working on.
And it frustrated me no end.
I was trying to undo my very poor money/wealth mindset so that I could do better in business when it came to pricing and selling.
But I simply couldn’t get passed my belief that objections are a firm NO THANKS- NOW GO AWAY
The mindset I wanted was that an objection is simply a person asking for our help in working out how to make it happen despite the restrictions they present.
More problem solving than a rejection of us or our services.
But, every objection came up as being firmly LOCKED and wouldn’t budge.
It was then, well it was ages after that, that I came up with a workaround for when you have a brain seize like I did
I had found myself in the YEAH BUT part, you know that excuse phase when you know that the other person saying it is not going to budge.
So I decided to ask myself a different question
“ How do you know that it isn’t true and the way you’ve been thinking is just false?”
So here’s the scenario
I wanted to believe that objections in face to face selling is just a signal that the person is asking for help and not as I believed, as a NO THANK YOU NOW GO AWAY AND STOP BOTHERING ME.
As you can see that’s not going to help me when I’m in a sales situation.
So when I asked myself that question
Amazing
I stopped with the YEAH BUT….
And considered it
And to my delight and surprise
I got my shift.
I won’t go into all the details here, this post is already long enough, but I can see instances where someone saying, it’s too expensive as an objection, that it COULD mean they would like help working out how to make it more affordable.
Or the classic- I need to think about it- could mean, I’m confused and need a little bit more help in untangling all this info
Obviously they could be stalling tactics and the person is not at all interested
But that’s not the point.
The point is that now I have unlocked my locked mindset I won’t immediately stop the conversation at the first objection, I’ll explore and that’s so exciting for me. Now I have possibilities where I didn’t before.
That shift alone has opened up other ways to see the typical objections and not to assume that they all mean NO THANKS AND NOW GO AWAY
So if you find your mindset locked
.
For whatever reason
Try my mindset unlocking question and see what happens
And then report back to me your shift.
Looking forward to hearing how it went.
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Thrive Under Pressure – Rise To The Top
