TLMM #111: Mastering the Art of Agreement: A Powerful Approach to Overcoming Sales Objections

Read time: 4 mins

In this week’s issue, we’re diving deep into a critical aspect of local marketing and sales: handling brush-off objections. As a seasoned local marketing expert, I’ve seen countless sales conversations derailed by these seemingly innocent dismissals. But fear not! Today, we’ll explore a counterintuitive yet highly effective strategy to turn these objections into opportunities.

Let’s dive in!

 

The Power of Agreement

When faced with a brush-off objection, your first instinct might be to counter it…

However, the most potent weapon in your arsenal is agreement…

By aligning with your prospect’s perspective, you disarm their defenses and open the door for further dialogue.

 

The Three-Step Approach

1. Agree with the objection
2. Restate your unique value proposition
3. Follow up with another question

This method allows you to acknowledge the prospect’s concerns while refocusing the conversation on the value you bring to the table.

 

Real-World Examples

Let’s look at how this approach plays out in common scenarios:

Scenario 1: “We’re happy with our current provider.”

Response: “I completely understand. It’s great that you’ve found a provider you’re satisfied with. Our unique approach has helped similar businesses increase their local visibility by 40% in just three months. I’m curious, what aspects of your current marketing strategy are you most pleased with?”

Scenario 2: “We don’t have the budget right now.”

Response: “I appreciate your honesty about the budget constraints. Many of our clients initially felt the same way. Our ROI-focused strategies have actually helped businesses reduce their overall marketing spend while increasing leads by 25%. May I ask what kind of return you’re currently seeing on your marketing investments?”

Scenario 3: “Can you send me some information?”

Response: “Absolutely, I’d be happy to send you information. Many clients find our personalized approach more valuable than generic materials. Our tailored strategies have resulted in a 30% increase in local customer engagement. Before I send anything over, could you tell me a bit more about your specific marketing goals?”

 

Why This Method Works

• Builds Rapport: By agreeing, you show that you’re listening and understanding.

• Reduces Tension: Agreement diffuses any potential confrontation.

• Creates Curiosity: Your unique value proposition, followed by a question, piques interest.

• Keeps the Conversation Going: The follow-up question encourages further dialogue.

 

Implementing This Strategy

To effectively use this technique:

• Practice Active Listening: Pay close attention to the prospect’s words and tone.

• Prepare Your UVP: Have a clear, concise statement of your unique value ready.

• Craft Thoughtful Questions: Develop a list of insightful follow-up questions.

• Stay Genuine: Ensure your agreement comes across as sincere, not manipulative.

 

Conclusion

Mastering the art of handling brush-off objections through agreement is a game-changer in local marketing and sales…

By embracing this approach, you’ll find yourself turning potential dead-ends into promising opportunities.

Remember, the key is to agree, restate your value, and keep the conversation flowing with intelligent questions…

With practice, this technique will become second nature, significantly boosting your success in local marketing endeavors.

Stay ahead in your local marketing game by implementing this powerful strategy today!

See you next Monday!