Expand the Framework to “Overcome” Objections

Home » Presentations and Communication » Expand the Framework to “Overcome” Objections

Recently, a CEO asked me to elevate the selling capabilities of the technical staff who deal directly with clients.  Over the past decades, with increased access to information –  through websites and search engines – the sales process has changed. Informational power has shifted from sales people to buyers – who now make tentative 60-80% of buying decisions on products and services using information available – they turn to possible vendors to get the final questions answered and, more importantly, determine who to use based on assessments of their trustworthiness, reliability, pricing considerations, etc.

Pulling together information for the “consultative-selling” lesson which delves deeper into understanding and meeting the current and future needs of clients, I remembered a blog I recently read by Robyn Bolton, which advocates eliminating the objections by expanding the framework. 

When people present objections, such as “we don’t have time,” and/or “we don’t have the budget”, the best way to move the conversation forward is to add one word to the objection: 

  • “we don’t have time – yet”  or 
  • “we don’t have the budget – yet”.  

Rather than disagreeing with the objection, you’re now part of a team seeking to work together to solve it. You’ve opened the time frame to explore the space in the person’s/company’s ecosystem for change.  Building on the value that the buyer perceived in the beginning, the discussion focuses on what other people, time and money priorities can change to obtain the value of the product/service. Together you may achieve a path-to-buy that the buyer can follow.

The suggestion is built around research on the power of the word. “Yet” triggers Carol Dweck’s growth mindset rather than a fixed mindset. It helps underperforming students overachieve!

If you haven’t tried it “yet” – do so put it to work for yourself and your company!