Don’t you just hate those ambiguous objections that seem to derail your selling effort just when you think you’ve gained a head of steam?
Ambiguous objections typically occur at the end of your call and leave you wondering because they could be legitimate or they could be a brush off. Do these sound familiar:
“let me think about it,”
“send me something in the mail/e-mail?”
“it’s a bit too pricey”
“call me in a couple of weeks”
“sounds great but it’s not in the budget right now.”
Responding to these objections is a complete and utter waste of time if they are not authentic. Your attempt response is meaningless if the objection is false. Left alone at their face value, these objections will lengthen your call cycle and leave you frustrated and discouraged. Don’t become a victim to ambiguous objections. Take action by using one the best-kept secrets for objection handling.
The “I’m not sure I understand…” Technique
This technique is extremely versatile. You can use it for a large variety of ambiguous objections and get stunning results. What’s more, it’s easy to use. There are only five words. But best of all, it’s extremely effective at getting the client to ‘open’ up and further expand on the objection. By doing so, you are able to determine if the objection is indeed real and genuine or if it is false and hiding something else. If it is genuine, you can respond accordingly and confidently. If it is false, you can probe until the real and authentic objection rears its head.
How to Make it Work for You
There are three steps to getting the most out of this objection handling techniques.
First, the moment you encounter an ambiguous objections such as those listed above, pause for a second. The pause creates a silent gap that in turn gets your client listening.
ii. Apply the Technique
Next, utter these words,
“I’m not sure I understand…”