Not sure how real that last objection was? Well, try an objection close to find out.

Sometimes we hear objections that matter, and sometimes we hear objections that really don’t, and it can be hard to tell the difference.

False Objections

The objection close is a powerful tool to use to ferret out what we call “false objections.” These are things that don’t really matter, particularly when it comes to concerns around technology features and functions. When you’re not sure how important an objection is, the objection close can help you clarify its significance to your prospect.

“If we do that, would you buy?”

So how do you use the objection close effectively? The next time a prospect asks you a question and you’re not sure how important it is, try asking them: “Hey, if we were able to do that the way you said, Bob, would you buy?”

While knowing they’re not exactly going to buy at that moment, it will likely inspire the person to tell you how real that objection is. For example, they might respond with, “Well, I mean, we’re not going to buy just on that alone.”

By using the objection close, you can open up the door to find out the other things that your buyer wants to see in order to purchase. This helps you sort out exactly where that objection lives in their priority list. It’s a way to dig deeper and uncover the true concerns of your prospects.

Feature & Function Objections

The objection close is particularly useful when dealing with objections related to technology features and functions of your product, which every Closer knows can be prohibitively difficult to fix in a short time frame. By asking whether resolving a specific concern would lead to a purchase, you can gauge the importance of that objection and prioritize your efforts accordingly. This approach helps you clarify which objections are genuine dealbreakers and which ones are less significant.

Mastering the objection close can help you navigate challenges presented by your buyer with confidence. Try using this technique to identify genuine concerns for your prospect, address them effectively, and move closer to closing the deal.

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