Objection Judo – Episode #103

by Richard Wilson on August 5, 2011

The following video is borrowed from our BusinessTraining.com platform and was originally recorded for our sales training program.   Objection judo is one of my favorite sales lessons.  When you are faced with an objection from a client you are faced with two potential opportunities: you have a chance to demonstrate your authenticity or you have a chance to really drill down to the benefits of using your product.   In the following video, I cover a few ways that you can overcome objections.

Video Transcript/Summary: The strategies and tips provided within this video module include:

  1. Robert Cialdini recommends that you first look at your products and services and admit that there is a flaw with your product and that it is not perfect for absolutely anyone.  If you concede this fact then you can win your customer’s trust because you have admitted the one glaring disadvantage and move on to all the great benefits.
  2. When someone is raising an objection you want to use the force of that objection and use it to your advantage (thus objection judo). 
  3. There are often similar objections raised consistently so you should address these concerns as much as possible.
  4. Have a bullet-point list of the top five benefits for your product. 
  5. Whenever you are trying to resolve an objection, you should end your conversation with an action step. 

Objection judo is a really powerful concept that can be extremely helpful in overcoming objections and closing sales.   I hope that you benefitted from this video and that find objection judo useful in your own business.

Thanks for joining us, and I will see you again soon,

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