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To my surprise she answered, “I don’t get objections – there are none”. I was so stunned I didn't know how to respond (and for those who know me, this should surprise you).
I was surprised because objections are such a natural evolution of the prospecting process. To not encounter any is unimaginable to me. Maybe in this case, the Sales Manager did not want to look weak or unprepared for the question I posed in front of our team. I do believe though that this is an old-fashioned way of thinking – and it will make prospects hang up the phone.
When I asked the same question of another destination rep he said, “The biggest object we hear is the driving time from the closest airport to our destination.” And when asked how they handle this, the response was, “By informing the contact that the highway has been extended, and comparing it to a drive in their local region – i.e. it may be a 90-minute drive to our destination from the airport, but that time is similar to rush-hour traffic in Toronto from many outlying areas.” For our team, this was a GREAT start to come up with talking points in order to effectively address the objection!
While no one will ever be able to get around every objection, being prepared for them is a critical element for success when prospecting.
Remember: Listen to what they are saying (and not saying). And, as Colleen Francis, one of our Sales Trainers, always says: STOP. ACKNOWLEDGE. ASK. Hear them out, acknowledge what you heard, and ask another question to further clarify – it will help you get around the objection, and may ultimately give you what you want – new business.
