Pitching Through Rejection; The Adjustment Close

Overcoming Objections for Sales, Referrals, and Contacts

Pitching Through Objections

All of us know someone who no matter what they are told, never give up.  It may be a stubborn parent or grandparent that we know, or a desperate guy at the bar who will not take no for an answer during his attempts at picking up a date.  Although continuing an aggressive approach after being told no is not a good strategy, giving up after a prospect seems the least bit disinterested is just as bad a practice.  This article will look at the types of objections, adjusting your pitch, and how to overcome those rejections to attempt to gain a sale, referral, or a new and valuable contact.

Types of Objections

Before going into specific objections and how an objection can come in many different forms, it is important to note that your approach (your pitch) has a large impact on the type of objections you will receive.  If you ask for a specific yes or no about a sale during a first introduction, you are likely to hear a no and have a hard time recovering from that objection.  If you take a soft approach and gain as much information as possible before trying to close, you will have a good opportunity to counter any objection and still gain value from the interaction.

Objections can range from a strong “I’m not interested!” to “maybe some other time.”  Nearly any objection can turn into an opportunity, but you may have to adjust your goals and your pitch.  Here are some of the common objections to a pitch:

– I have to talk to…(My wife, the boss, my business partner, etc.)

– Not Interested

– Maybe some other time

– I don’t have the money (or it’s too expensive)

– Could you just give me some information on it? (Although it seems like they might be interested, this is often an objection to just get you to leave).

Adjusting Your Pitch

An objection is a piece of information that you can use to your advantage.  If someone says, “I don’t have the money,” instead of just saying thanks and walking away, offer a free trial, let them know about a special offer or referral program, or give them something for free in exchange for telling a friend or family member.  Don’t think of it as ‘not taking no for an answer,’ simply adjust your pitch to still gain something out of the interaction instead of giving up.  Here are several ways to adjust your pitch based on the common objections we covered above:

– I have to talk to…: “Not a problem, would you mind introducing me to them?”  “Sure. There is no rush, but we do have a special offer if you respond by….” “Could I have their contact information to follow up with them about this?”

– Not Interested: “Do you know of anyone who would be interested?  I would really appreciate an introduction.”  “Thanks for your time, would you mind taking my card and then contacting me if you can think of anyone who is interested or if you change your mind?”  “May I ask why and if there is anything I could do to make you more comfortable with this product/service/company etc.?”

– Maybe some other time: “Would you be willing to setup a time to talk?”  “Great, when would be the best time to follow up with you about this?”

– I don’t have the money: “Are you interested in a free trial?”

– Could you just give me some information on it? “Sure, but we do have a special that ends ….Can I follow up with you before that offer ends?”

Summary

Pitching past objections is not easy, but vital to success.  Many people, myself included, hold a certain level of respect for people who are persistent and will not give up, even when coming across a little bit annoying.  Everyone has to make a living.  They will respect you for trying your hardest as long as you are not forcing them into a deal or purchase that they are not ready for.   Take every objection not as a failed sales pitch, but as an opportunity to land a new referral, strengthen a contact, or perfect your pitch.

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