If you’re trying to make a sale, online or off, and someone has an objection, never disagree with them.
First, if you do, you’ll look defensive. Irritated. They’ll then think their questions and concerns aren’t welcome. They may think you’re hiding something. That you’re not proud of what you’re selling.
Second, telling a prospect he or she is flat-out wrong will just turn into an argument anyways. They’ll get defensive. It’s just the way we’re wired.
Third, you might make ’em feel dumb or embarrassed. Who wants that? Not me. I’d rather drink glue.
Fourth, and this is a cumulative effect of the first three, they’ll like you less. Again, it is what it is. We like people who agree with us and dislike those who don’t.
Bottom line, conflict kills closing percentages.
So whaddya do? Simple. You play politics a little. You do a delicate dance with words. You agree with ’em and then you gently set them straight.
For example:
“Wait, you charge $2,000 for one Facebook ad? That’s a lot!”
“You’re right, it is a lot. I agree. The only reason I can charge that much and get away with it is because, on average, that $2k turns into $10k for my clients. So, when you think about it, you’re trading me one dollar for five. That’s a trade you’d make all day long, isn’t it?”
As opposed to:
“God, I can’t stand cheaple!”
Or:
“Takes money to make money.”
Or:
“I thought you were a big-thinker.”
Or:
“You said you were serious about growing your business. Guess not.”
Or:
“This ain’t amateur hour.”
Or:
“Do you know who I’ve worked with in the past?”
Even Stevie Wonder could see the difference between those responses.
