Sometimes I think we spend too much time working on objection handling techniques. It frustrates me a bit because, quite frankly, I’d rather spend my time helping those I’m working with avoid objections rather than obsess over battling them. It’s amazing what happens when you ask questions, listen, create trust, establish urgency, and earn the right to bring forward a solution.
But don’t be misled into believing that even perfect salesmanship will eliminate all objections. As a matter of fact, let’s hope it doesn’t! You might be interested in knowing this simple statistic:
Chances of a successful sale fall by 21% when a client doesn’t offer at least one objection.
Clearly, if there is an objection brewing, wouldn’t you prefer to hear what might be holding someone back from accepting your solution rather than having this issue internalized? If there is an objection involving you or your company, don’t you think you’d do a better job than your competitors in responding to that objection? These objections aren’t an impediment to success, but rather an opportunity!
It is natural for people to object to change, but sometimes the words we’re looking for in our response can be elusive. In fact, often it’s not the response that holds us back. It’s the transition to the response that can give us the most trouble. Four simple words can often do the trick, and I’ll be happy to tell them to you. That’s why I’m here.
Did you miss those four words? You just read them. An old approach, but an effective one, involves four simple words: “That’s why I’m here.” It’s amazing how well those four words can help you transition into so many potential responses. Here are some examples of what it would sound like:
Client: “We don’t have a need for any of your products.”
Seller: “That’s why I’m here. I’m aware you are not currently a customer and…”
Client: “We currently use a different vendor.”
Seller: “That’s why I’m here. We believe that when you make a decision for change…”
Client: “I had a bad experience with your company.”
Seller: “That’s why I’m here. Our company has gone through various changes…”
Client: “We already are using some of your products.”
Seller: “That’s why I’m here. We appreciate your business and would like to…”
It’s a terrific transition from a potential disaster: Once you use those four words, don’t forget it’s not necessarily a transition to a long, drawn out response. It’s a transition to regaining control of the conversation, and that can often mean getting back to asking questions and listening.
No matter how prepared you might be for a sales call, a presentation, a demo, or even a meeting, things can go wrong. When they do, all eyes are upon you, and that’s when it’s your turn to shine. Now you know exactly how to rise to the occasion. You see? That’s why I’m here!
Love, ‘That’s why I’m here”. – important words for sales people to keep repeating to help them deal with recognition. We all have to start by believing in what we sell, and do.
This is a great sentence to remember too:
“It’s amazing what happens when you ask questions, listen, create trust, establish urgency, and earn the right to bring forward a solution”
I was listening to a speaker this morning telling the audience, “Don’t waste your time with former clients who had a bad experience with your company. They’ll just repeat the story of the bad incident that happened many years ago.” What?! I’d give them a new story, and I’d start with, “That’s why I’m here.” Thanks for hunting down those good sentences and posting Jacquie!
Anyone who knows me is aware that I am rarely at a loss for words :-). Thanks for an excellent reminder that sometimes instead of using a whole bunch of words, the conversation can be better served if we focus on just four words, “that’s why I’m here”. Excellent food for thought!
Eat well. That’s why I’m here!
Wow. I’ve gone through many different sales courses, and love the art of selling, but have never come across this before.
Bravo. Oh yes, And thank you for sharing.
David.
That’s why I’m – well – you get that point! As you’ll see in the comment below, those four words can be used in all sorts of situations. Great hearing from you David!
Love the four words–and it’s not just for sales. Last week, I gave the opening keynote for North Dakota Housing. When it was over, folks scurried out to get to restroom and lunch. Sigh. Sometimes you just pack your briefcase and go to the airport. Except, one woman came up in tears, exclaiming “this is what I needed and it helped me so much.” I responded, “Then this is why I am here.” It’s not about many–Sometimes I forget that maybe our work isn’t for the vast numbers but maybe for the one. I needed to say those words to remind ME!
Those four words can be used in so many ways. Ready for this? I was on stage presenting this very concept to a large audience of around 250. Someone actually put up a different presentation for me that was missing a couple of key slides. So, while I was teaching this concept, I modeled how to work around issues on stage, and reminded them while I was doing it, “There things may happen to you and that’s why I’m here. I want to show you how to work around this!” Thanks for posting Eileen.
I read this on Friday and thought it was excellent. Then over the course of the weekend I thought of a dozen times I could have used this in the last few months. I came in and read it again this morning and forwarded to a few colleagues.
Love this Rob, thank you
greg
I hate to wear this phrase out, but that’s why I’m here! I have found myself using it more frequently since I wrote this piece. Always great hearing from you Greg – thanks for posting!
Rob, Thanks for sharing the magic Four Words! It certainly can be used beyond sales.
Absolutely it can be used beyond sales. The concept is so much bigger than just a sales concept… although it did get me out of a few Xerox demo jams! Thanks so much for posting Hui.