Why People Say NO And Why We Love It When They Say It
Are you concerned about objections from potential clients?
Do you worry about getting a “NO” in your sales conversations?
Then you’re going to love our paradox!
I’ll show you why:
One of the key differences between Ethical Sales and most Traditional Sales is that we do not “handle” objections to get a “yes” in our sales conversations.
Instead, we make objections an active part of our sales flow when talking to a potential client.
In fact, there are four key areas you should always offer your potential clients a chance to say “no” to:
They are about 1) time, 2) money, 3) who needs to make the decision, and 4) doubts – the four most classic objections a potential client has during a sales conversation. You’ve probably come across them a few times in your own experience!
In Ethical Sales, we offer our potential clients the chance to say “no thank you” during our sales conversations by asking a question tailored to each objection, which incorporates them naturally into the conversation and creates a safe space for everyone involved to come to clarity and a decision that feels fantastic.
If the client says NO in their response to any one of them, we know we do not have an ideal client on our hands – and we get to gracefully move onto our next potential client with gratitude and celebration!
This practice shortens your sales cycle, eliminates pressure on you and your clients, and creates immediate trusting relationships. Plus, it ensures clients who do say “Yes” are aligned, available, and aware of their commitment when they enter into a contract with you.
And this is why we love receiving a “No” in our sales conversations!
We invite you to imagine the day you have the confidence, skill set, and tools to get the answers to these four vital questions in a conversation that seems as natural as talking to an old friend. It may be closer than you think!
And, you get peace of mind knowing your clients love you more for asking them.
1) Q: To inquire about the Time objection, ask, “Do you have the time to fully utilize my services?”
- You are demonstrating Care & Consideration
- Asking this question shows that you genuinely care about your client's time and whether they'll be able to make the best use of your service.
- Understanding their time commitment allows you to set realistic expectations for fulfillment. If clients don’t have the time to commit, they might not see the desired results, leading to dissatisfaction for both of you.
2) Q: To inquire about the Money objection, ask, “Do you have the money to make the investment?”
- You are showing Financial Respect.
- By being transparent about costs and ensuring the client can afford the service, you're showing respect for their financial situation. You avoid potential financial strains or surprises (like ghosting!) in the future.
3)Q: To inquire about the Decision-Maker objection, ask, “Are you the sole decision maker, or is anyone else involved? Is there anyone else who will be impacted by this decision?”
- You are demonstrating thoughtful Relationship Awareness
- Identifying all decision-makers ensures everyone is included and on the same page, reducing the risk of misunderstandings or disputes later – whether with you or behind-the-scenes with anyone who was left out!
4)Q: To inquire about the Doubts objection, ask, “Do you have any doubts about yourself and completing this program? Any doubts about me, any doubts about my services?”
- You are demonstrating high Emotional Resiliency (essential for a client to surrender into your care!)
- This question gives clients the space to voice their concerns, which can then be addressed promptly, enhancing trust. It's like a pressure relief valve.
- By encouraging open communication, you're showing that you value feedback and are willing to adapt or explain as needed.
Our ESP Amplifier Alumni report these Relationship Benefits from using these questions:
- Builds Trust
- Positions You as a Thoughtful Expert
- Enhances Conversion Rates
- Prevents Drop-offs Later
- Saves Time
- Reduces Client Anxiety
- Allows for Clear Communication
- Lets You Refine Your Sales Process
When you know how to implement these four questions in your sales conversation, you enhance client relationships, optimize your sales process, and enroll more ideal clients who value how you serve.
In my opinion, not asking these four vital questions leaves your fulfillment, your client’s success, and your personal enjoyment of the contract up to chance. It also misses an opportunity to establish your authority and develop trust in this potential relationship from the very beginning!
Asking them in a way that is sincere and genuine to your style and character is one of the core trainings we teach you how to master in the full ESP Training Program. In other words… you get to be yourself.
And I think that’s something none of us has objections to!
Marla Mattenson in collaboration with ESI team
With a 25+ year career, Mattenson is a trailblazer in transforming sales paradigms from transactional to relational for professionals who prioritize the integrity & fulfillment of their services. She is a champion of consent-based sales.
www.instagram.com/marla.mattenson
