I have a sneaking suspicion that many of us salespeople carry just as many objections into a sales meeting as the prospect brings up during the sales meeting. For myself, I have observed that the number of objections I bring can be affected by the status of my deal pipeline.
Most of the objections I bring live in my head and are a part of what I fondly refer to as “head trash.” I have found that while I am operating in a mindset of scarcity – that I must get a deal “right now!” – I often start to focus on all the reasons why a prospect will not buy so that I can be ready to handle these imaginary objections when they invariably come up.
When I approach a sales meeting from the opposite side, an attitude of abundance, I am much more open and confident and relate to a prospect’s objection differently. Rather than seeing their objection as an impediment to closing a sale, I look at it from their point of view. The trick is to be able to use the latter mindset as much of the time as possible.
That’s why I often ask myself, “Am I really dealing with an actual objection or just listening for an objection that hasn’t even surfaced yet?”
Selling is such a fascinating profession for me. I still think that the best salespeople are the ones that can combine harnessing their own self-limiting beliefs, of which anticipating, creating, and responding to objections is a part.
Crush your head trash, shift your sales meeting.
What do you think about this concept? We’d love to hear your thoughts on head trash and how you handle objections–please comment below!
If you are interested in this topic, please also refer to our free eBook on Handling Objections.