{"id":26614,"date":"2021-02-09T20:42:55","date_gmt":"2021-02-10T00:42:55","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=26614"},"modified":"2021-02-11T17:30:36","modified_gmt":"2021-02-11T21:30:36","slug":"how-to-deflect","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/how-to-deflect\/","title":{"rendered":"How to Deflect an Objection: Use a Conversation Loop"},"content":{"rendered":"\n

Have you had a sales objection that you didn’t know how to deflect? Do you want to learn how to use a conversation loop to deflect those objections instead of struggling to respond to them?<\/p>\n\n\n\n

When you are trying to make a sale<\/a>, a tough prospect will likely have objections. Do not respond to those objections.<\/strong> Instead, learn how to deflect them by practicing a conversation loop. <\/p>\n\n\n\n

Read more to learn how to deflect sales objections<\/a>.<\/p>\n\n\n\n\n\n\n\n

How to Deflect Sales Objections by Using a Conversation Loop<\/strong><\/h2>\n\n\n\n

When you are trying to make a sale, a tough prospect will likely have objections. Learn how to deflect those objections by practicing something called a conversation loop. <\/strong><\/p>\n\n\n\n

The sale doesn\u2019t start in earnest until after<\/em> <\/strong>your prospect gives you his first objection. At this point, when the prospect responds to your first pitch with something like \u201clet me call you back,\u201d or \u201clet me consider it,\u201d then you really start earning your keep. One of the most important skills<\/a> you should have in order to keep them on the hook is how to deflect.<\/em> <\/strong><\/p>\n\n\n\n

The Deflection Script<\/strong><\/h3>\n\n\n\n

If you\u2019re working on a standard two call system, the first thing you should do when calling back is very quickly reintroduce yourself, with your first and last name, and your company. <\/p>\n\n\n\n

Remind the prospect that you previously spoke and that you emailed him some information. Ask if the conversation \u201crings a bell\u201d\u2014he\u2019ll almost definitely say yes.<\/p>\n\n\n\n

If he says yes, note that the last time you spoke, he told you that he\u2019d like you to give him a call if you find something remarkable. If he says no to this, act surprised and assure him that this did indeed happen.<\/p>\n\n\n\n

Then, explain that you do<\/em> <\/strong>have something remarkable that has just come across your desk, and if he has just 60 seconds you\u2019ll share it.<\/p>\n\n\n\n

Complete with \u201cgot a minute?\u201d<\/p>\n\n\n\n

After this, transition to the bulk of your presentation and close by asking directly<\/em> <\/strong>for a purchase. Ask for a large commitment so that you can scale down to something you\u2019re still happy with. <\/p>\n\n\n\n

At this point, it\u2019s likely you will get an objection. As mentioned earlier, respond by asking whether they like the idea, money-aside. That is how to deflect his objection.<\/p>\n\n\n\n

Do not reply to the objection, whatever it is. <\/strong>Learn how to deflect it instead:<\/p>\n\n\n\n

  • First, you let him know that you\u2019re there for him and you understand that he does have an issue.<\/li>
  • Second, use the money-aside <\/strong>tone to engage him where you want to go, which is to not discuss the objection directly. Use this tone even if the objection is not about money in order to start talking about the idea rather than the objection itself, whatever it may be. <\/li><\/ul>\n\n\n\n

    At this point, the prospect will respond. This response is crucial\u2014you\u2019ll be able to tell if he\u2019s completely enthusiastic, <\/strong>at which point he\u2019ll be at a 10 on the certainty scale and you can close, or completely unenthusiastic, <\/strong>at which point there\u2019s no real hope of closing. <\/p>\n\n\n\n

    Often, it will be somewhere in the middle, and the prospect will say something like \u201cyeah, I think it sounds pretty good.\u201d If they\u2019re not near the very top of the certainty scale, you need to start a process called a conversation loop,<\/em> <\/strong>which helps to increase certainty. Loop back to the front half of the sale to make a follow-up<\/em> <\/strong>presentation that just builds on the case you\u2019ve already created. Build on logical certainty<\/em> <\/strong>with emotional certainty<\/em> <\/strong>to get both to as close to a 10 as possible. <\/p>\n","protected":false},"excerpt":{"rendered":"

    Have you had a sales objection that you didn’t know how to deflect? Do you want to learn how to use a conversation loop to deflect those objections instead of struggling to respond to them? When you are trying to make a sale, a tough prospect will likely have objections. Do not respond to those objections. Instead, learn how to deflect them by practicing a conversation loop.  Read more to learn how to deflect sales objections.<\/p>\n","protected":false},"author":8,"featured_media":26619,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,103],"tags":[206],"class_list":["post-26614","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales","tag-way-of-the-wolf","","tg-column-two"],"yoast_head":"\nHow to Deflect an Objection: Use a Conversation Loop - Shortform Books<\/title>\n<meta name=\"description\" content=\"When you're trying to make a sale, a tough prospect will likely have objections. 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