When a salesperson is faced with an objection, who is responsible for defusing them? The salesperson, of course. After all, think of the countless hours salespeople are trained on how to overcome objections. But to do so successfully, it’s time to unlearn everything you think you know about how to handle objections.

The best salespeople don’t overcome objections. It’s not your job. Besides, there’s someone else who’s much better at it than you. 😯

When a salesperson is faced with an objection, who is responsible for defusing them?

The customer. It’s their objection and concern which they own, not yours to overcome.

Otherwise, you’re taking ownership of it, along with 100% responsibility to defuse any objection or problem. And if you can’t, it’s now your fault.

Consequently, this creates an adversarial, manipulative position between you vs. the customer and the customer always wins.

So, who overcomes objections? The salesperson or the customer?

The customer. ☑️

What you create you own. What you own, you feel accountable for, empowered, and motivated to implement and act on without resistance, since they are your ideas and solutions.

It’s the salesperson’s responsibility to coach customers and collaborate around a solution, or

Your Selling In Your Image 🚫

Seek to understand your customer’s ideas and point of view before sharing yours. Otherwise, you run the risk of sharing the information that can cost you a sale.

Here’s the question. Who solves problems, the salesperson or the customer?

What you create you own. What you own you’re accountable for.

It’s the salesperson’s responsibility to coach every customer to collaborate around a solution, rather than making it you vs. them. Instead, it’s you & them vs. the problem.

Seek to understand your customer’s ideas & point of view before sharing yours. Otherwise, you run the risk of sharing the information that can cost you a sale.