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Nov
19

How to Overcome Objections, Part Two

selling-energy

Part 2 of the “How to Overcome Objections” series covers the classic issue of the reluctant prospect who insists that his/her company doesn’t have the human resources to oversee the process of implementing a new energy project.

How to Overcome Objections – Part Two

“We just don’t have the manpower."

How to respond: First of all, who is “we” and what “manpower” is your prospect worried about expending? Do they not have the manpower to walk the auditor around their building? To overcome this objection, you really need to reframe the situation for your prospect.

Your prospect seems to be inferring that all of his/her employees are too busy to take on any new projects. Given this fact, you might assume that the prospect’s organization is understaffed and would benefit greatly from having another set of hands around the office. If you determine that this assumption is accurate, use it to your advantage by reframing your project’s estimated cost savings:

“The coordination of this project will likely take about 50 hours of your staff’s time over the course of the next year. The project (once the initial cost is repaid) will save you about $100,000 a year. Just out of curiosity, what does your average engineer make?”

Then zip it. They’ll probably tell you their engineer’s salary… “He makes about $90,000 a year.” You respond, “Great. Would you sacrifice 50 hours of your time this year to get a free engineer in perpetuity?”

They would be crazy to say “no.” Now obviously, the numbers will not always work out this favorably.  However, your goal is to first turn your prospect’s objection into an objective, and then reframe the benefit of your proposed project so that you decidedly meet that objective.

By the way, Selling in 6™ contains answers to more than 70 objections, each one diagrammed with multiple responses – some objections have two responses and some have as many as 16 to pick from! If you want to become the Jason Bourne of energy solutions selling, empowered with “muscle memory” to handle virtually any objection you and your team encounter, check out the “Myths and Objections” section of Selling in 6™.

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Read more blogs on Objections, Sales, Sales Success, Recession Selling

Posted by Mark Jewell