The Best Way to Overcome Objections is to Prevent Them

I was asked one time about my opinion on slide decks. The question was, “How do you put together an introductory slide deck that really hooks the customer?”

My answer: “You don’t.”

If you’re doing this, your deal is dead in the water. The truth is, the best way to overcome objections is to KEEP THEM FROM HAPPENING IN THE FIRST PLACE.

If we work our deals like this:

👉 Start with questions, NOT solutions. (Hint…this means you don’t show your product before you’ve ever even had a conversation with them.)

👉 Ask about potential headaches they have

👉 Wait to present our solution until AFTER we have all this information…

We will be golden. We will know EXACTLY what they care about, so we don’t have to overcome objections. The reason objections happen is because the customer isn’t convinced you can solve their problems, OR they don’t think your price is fair, based on the fact that you aren’t giving them what you need.

There might be an occasion, every once in awhile, where there is a real objection that comes up at the end, but usually that’s because a new player is introduced, or a new problem popped up. As always in sales, nothing is ever a hard and fast rule, but generally…

Don’t overcome objections. Prevent them.

What do you think? Let me know in the comments!