Handling objections - image of confused dog

How To Handle Objections Before They Happen

Objections are the holy grail of business. Whenever you get one, there are 3 ways to handle it: A) ignore and carry on talking, B) defend as hard as you can, C) listen and discover what’s wrong.

Most businesses including the largest only do A and B. I know this from talking to reps at top trade shows and numerous business network meetings.

C is the only option of course, and when it comes to written content, if you know exactly who you’re writing to, you can handle every objection with ease direct in the copy.

For example, if you know that your audience objects to price, then you can lead on price. This is what makes something irresistible. Knowledge is the new commodity that most businesses still don’t get.

Quentin Pain

Quentin Pain has started 6 businesses during his long career. The last one was Accountz.com which he took from zero to 36,000 customers in 6 years (second largest seller of boxed accounting software in the UK). He now runs ProofMEDIA, a professional proofreading and copywriting firm specialising in online content funnels to win trust, engagement and long term sales. Quentin is also a published author including a Dummies title, and has won many awards including the IAB Small Business Mentor of the Year. He is also the founder of the International Copywriters Association helping copywriters worldwide.

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