Dealing with Resistance part II

untitled2 Part 2 of Dealing with Resistance has to do with what you can do to prevent them from occuring at all. Let’s break it down:

2) Inoculating Objections

Inoculation:

in·oc·u·la·tion n.

Informal. 1. A preemptive tactic in which one party attempts to foresee and neutralize potentially damaging criticism from another party by being the first to confront troublesome issues. 2. To introduce an idea or attitude into the mind of.

The ability to inoculate objections is one of the most important skills to develop as a professional sales person and as a recruiter. The top 1% of all salespeople have this skill; the ability to present in such a way that all possible concerns or possible objections are covered or over come inside of the presentation itself. It’s never a “battle at the end” for them. It’s a smooth transition to close. There may be some questions to answer, but rarely is there an objection brought up. The presentation covered anything that would have caused them to resist. Their concerns have been neutralized.

Answer this question: When recruiting a new person onto the team, do you know what the top 2 or 3 objections you typically get are?

I’m guessing you know EXACTLY what they are.

Now, Let me ask you yet another question: If you already know what your most common objections typically are, why have them in the first place? Think about it.

Do something about it. Change what you are saying, what you are doing, how you are presenting, etc. Change it so it neutralizes their concerns, overcomes their objections before they every have to say something…cover it ahead of time by embedding it inside of your presentation on our company/product/service/opportunity.

“Unless you try to do something beyond what you have already mastered, you will never grow.” - Ronald E. Osborn

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