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cover of episode Answering Objection Questions Is Shockingly Uncomplicated

Answering Objection Questions Is Shockingly Uncomplicated

2025/6/4
logo of podcast Selling Made Simple And Salesman Podcast

Selling Made Simple And Salesman Podcast
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Salesman: 我认为大多数销售人员在处理日常销售异议时过于复杂。经过多年的培训和实践，我发现销售人员不必非要击败这些异议，而是可以巧妙地绕过它们。这两种方法能有效消除销售异议，确保在销售过程中不会陷入困境。首先，最简单的方法就是重复买家提出的异议，并以提问的语气进行确认，这能促使买家重新思考并自行解决问题。其次，可以尝试忽略买家的异议，因为这些异议往往来自他们的潜意识，短暂的忽略能让买家忘记这些未经深思熟虑的异议。当然，如果买家持续提出相同的异议，那就需要认真对待并解决。总的来说，这两种方法能有效应对大部分销售异议，简化销售流程。 Salesman: 当我重复问题时，我实际上是在实施一种模式中断。这会使买家的大脑从自动的、潜意识的反应模式转变为逻辑思考。买家会意识到他们最初的异议可能缺乏充分的逻辑支持，因此他们可能会尝试重新组织他们的想法，或者干脆完全忽略这个问题。这种方法能够有效地引导对话朝着更有建设性的方向发展，从而更容易达成交易。 Salesman: 忽略异议的策略基于这样一个事实：买家提出的许多异议并非基于深思熟虑的逻辑，而是源于他们潜意识中的不安或不确定感。通过暂时忽略这些异议，并继续推进对话，我实际上是在给买家的大脑一个机会来重新评估他们的担忧。通常情况下，这些异议会在几分钟后被完全遗忘，从而使我能够更顺利地引导销售过程。

Deep Dive

Chapters
This chapter explores a surprising sales technique: repeating the customer's objection back to them as a question. It explains why this method works, highlighting that many objections stem from the buyer's subconscious rather than logical reasoning. The technique acts as a pattern interrupt, forcing the buyer to re-evaluate their objection.
  • Repeating objections back to the buyer as a question helps them resolve their concerns themselves.
  • Many sales objections are subconscious reactions, not well-thought-out roadblocks.
  • This technique creates a 'pattern interrupt', shifting the buyer's thinking to a more logical level.

Shownotes Transcript

Most salespeople struggle with objections because they’ve been taught to fight them head-on.

But what if there was a smarter way to handle them—one that feels natural and actually works better?

In this video you’ll learn a counterintuitive approach to sales objections that might change the way you sell forever.

Backed by real sales experience and thousands of calls this method helps you stay in control without sounding pushy or defensive.

If you’re in B2B sales taking discovery calls or handling cold prospects this is something you’ll want to see.

There’s also a surprising psychological insight that explains why most objections aren’t what they seem.

Watch now and rethink how you handle resistance on your calls.

The post Answering Objection Questions Is Shockingly Uncomplicated) appeared first on Salesman.com).