What is the toughest objection you encounter?

John Maxwell, author and founder of the John Maxwell Leadership Foundation, said, "People may hear your words, but they feel your attitude."

This is a powerful quote to keep in mind any time you are interacting with others. But what about when you are dealing with customers who have objections? Could this quote be strong medicine for all salespeople?

People may hear your words, but they feel your attitude. What do you really think? What is coming across to your prospects and customers? Do you believe your price is too high and try to convey that it is not? Do you think your product or service is inferior to the competition? If that is your attitude, your prospect can sense it. Do you think your company isn’t well run? Are you unknowingly conveying that to others? What might your prospects and customers be feeling when they speak with you?

What is the hardest objection to overcome? It is the one you believe to be true! Think about the most common objections you encounter. How do you respond to those for your prospects and customers? Does your answer match what you believe and how you feel?

If not, change your perspective! Ask others in your company who do well with the objection in question what they think. We often struggle with how to respond to objections because we are not looking at them like our customers do.

Work to look at the objection from your customer’s perspective. They may not see it as anything negative but as an unanswered question. People may hear your words, but they feel your attitude. Be proud of what you do to help your customers.