Have you ever seen those books that offer to teach you 101 ways to overcome a prospect's objections?
After all, when the "overcoming" starts, everyone in the room know what's happening. You've just transformed yourself from trusted advisor to aggressive salesman.
That's the ultimate loss of good positioning.
What I've found to be more natural and effective is asking questions that help a prospect come to their own conclusion and then I ask for the committment to move forward with solving the problems we've just acknowledged.
I find that it's easier for me to use phrases like...
- "Does that make sense?"
- "Do you think that would help you reach your goal of _____?"
- "What are your thoughts on ________?"
- "If you could change anything in your business overnight, what would it be?"
There are dozens of phrases and wording that I could share, but the point is that those phrases above are more natural (to me) and are conversational, but still move the conversation to a good place.
Every now and then you'll get a jerk who may say something along the lines of "I don't know what to do, that's why you're here", but that's not the norm.
You want that "we can make good things happen by working together" feeling.
It's not always possible, but I absolutely knock it out of the park when the energy is flowing right. So, I try to recreate that atmosphere as much as possible.