Empathy and Objection Handling

This week’s newsletter is short and sweet - However, this might be one of the most important.

The definition of empathy is “ the ability to understand, share, and resonate with another person's emotions and perspective”

Unsurprisingly empathy is an extremely important skill (And it is a skill) to have to be a great seller.

One of the greatest ways to use empathy is for objection handling.

We call it “Complaining for the prospect”

This is when an objection comes up and instead of trying to rebuke you go the opposite way and bring up MORE risks/issues not less.

Here is how it can look for “We only buy from established vendors”

Notice that it ends in a “Check” question. This is important. Every objection handle should end with a question as this is how you control the the conversation and drive it to where you want to go.

You can use this Empathy, Respond and Check for almost any objection. Here is what it can look like for “Not a priority”

Leading with empathy will change the way you sell for the better. Very rarely is there ever too much empathy!

Happy calling.