Killing the Giant … When He is Only 3 Feet Tall

The salesperson who makes excuses might say:

  • 'They said our price was too high'
  • 'They said the competition had a better option.'

Every salesperson has an excuse for why they don't make the sale. It is only the professional salesperson who will, after the call, evaluate what took place and decide what he could have done better to have made the sale.

So the next time you get one of the objections above or another realize that often it is your fault that it came up in the first place.

Let me ask you this - If you had to fight a nine-foot-tall 230 pound giant with 15% body fat would you rather do it when he was three-feet-tall and growing or when he was nine-feet-tall and indestructible?

When you allow a prospect to verbalize an objection such as, 'Your price is too high' all of the sudden the giant (or objection) has gone from being three feet tall and a thought in the prospect’s mind to being verbalized and a real nine-foot-tall giant!

When a prospect verbalizes an objection it becomes real to them and much harder to overcome. Therefore, the best way to handle the objections is before they are verbalized or put another way - when they are three feet tall.

Sit down and list all of your common objections and then weave the answers to these objections into your sales presentations before the customer has a chance to say them out loud.

For example, I often promote my seminars - I would often hear the objection at the end, 'Let me know when you have one a little closer to me. This is too far to drive.' Wham! Just like that the door was closed. Nothing I could say at that point would make the sale because they were allowed to say the objection and make it real.

So since I knew this was an objection that I was going to get from agencies far away from my event - I would weave into my presentation before they could bring it up, 'You know you are fortunate to be as close to this seminar as you are - we have people driving as far as 100 miles just to be here!' Bam! Just like that, I eliminated the distance objection. I killed the giant when he was three feet tall. It will be much harder for the prospect to verbalize this objection now that you have already addressed it.

What are your common objections? Price?

Figure out which objections that you seem to be getting over and over and figure out a way to weave the answer into your presentation before they can become real to the prospect.

Regardless of what your common objections are - it is your responsibility to kill the giant when he is three feet tall. When he has been verbalized and grown to a nine-foot-tall giant your life is going to be much harder.

Get a pen and paper and start listing the objections you heard this week and let's get about killing some three-feet-tall giants!