As a closer, if you're objection handling, it's just pulling out the first word track that comes to mind that you have memorized, you do not know how to objection handle.

As a closer, if you're objection handling, it's just pulling out the first word track that comes to mind that you have memorized, you do not know how to objection handle. Instead, your focus should be on actually understanding why these objections happen in the first place. So, let's dive into it. You need to understand that most people will not naturally say yes to them making a decision that requires them to invest into themselves, their time, their energy, and to them following through on something. So, when they're giving you an objection, it's normally them not just fault out saying no to you. They're normally just trying to work through their own internal doubts. They're asking themselves, if this actually worth it, will I follow through with it? Will this actually get me to where I want to go with my life? As a closer, your role isn't just to push past it and try to get them to say yes because even if they did, they will likely have buyers remorse after because they did not really get to process what they were feeling. Your job is to help give them clarity that way they can actually make a decision that they feel confident within. You need to understand that the first objection that someone gives you, it usually sounds like it makes sense on the surface, but it is almost never the actual object So your product could tell you, oh, I need to think about it, but deep down, they're really just unsure if your product will actually work for them long term. The reason why they'll do that is because they don't actually feel comfortable expressing their real doubts and concerns out loud. So they'll give you an answer that feels safe and comfortable that allows them to put a pause in the conversation without them actually having to explain themselves. And this is why your first move should never be the first thing that pops through your head, the first work track that you had memorized because it is not going to work. Your first move should be to ask questions that way you can actually get an understanding of what's causing this hesitation. And obviously this is assuming that you pre-handed everything in the conversation during discovery and that even gives you more insight. Is this objection to smoke screen or the actual objection because if you pre-handed it, then you should know that you guys over came and worked through it together and that allows you to look at this with a lot more clarity. I have a seven step objection handling framework comment down sales if you want to see how this actually works.