How to Find Out the Real Reason for a Hidden Objection

woman-at-laptop-confusedWhen you hear an objection from a prospect – a reason they will not buy from you – it is often not the real reason.

That is a problem.

How do you get to the truth?

Another frustrating situation a sales person faces is the potential client who hesitates to place an order or set an appointment but doesn’t actually say “no.”

You are waiting to hear more . . . but . . . nothing.


What do you do?

You are sure the prospect needs or wants your products or service.

You’ve had good conversations and answered all questions.

S/he seems interested, but for some reason hasn’t placed the order or agreed to meet with you.

The reason?  It is often the hidden objection:

One four-letter word they don’t want to share with you.

F E A R.

And the reasons for the fear?

* Fear of buying the wrong product.

* Fear of spending too much money.

* Fear of being criticized if the product doesn’t work.

So, how do we handle the fears our prospects have, but will not tell us about?

Three words:

Open-ended questions.

And this is NOT being pushy.

To check and see if you’re on the right track, ask an opinion-seeking question.

The answer will tell you how the prospect feels about what you’ve said, and bring up any concerns s/he may have.

Three Ways to Handle the Hidden Objection

Good questions to ask:

1.) “In your opinion, how do you feel the Laser Gold Service Program would work for your company?”

Don’t ask “Do you think the Laser Gold Service Program is a good idea. . .”

because that will get a logical response and you can find out more information from an emotional response, which you will get by asking how they feel instead of what they think.

2.) Or ask:

“Are you getting the information you need to make a decision?”

3.) If you feel the prospect is close to a decision but you’re not quite sure, you can ask:

“Do we need a purchase order number?”

 The answer to this question will either be “Yes,” or “No,” or “I’m not ready to order yet.”

The first two answers will give you the sale and if you hear the last answer, you can ask:

“What questions can I answer for you?”

To help eliminate prospect fear, use quotes and testimonials from your happy clients.

You can get pre-written copy-and-paste testimonial request letters and emails plus fax-back forms in my e-book containing 63 pre-written business and marketing letters on this page

More ways to handle objections :

Best answer to a price objection


4 Tips to Handle Unexpected Objections

plus – Pre-handle an objection:  How to make an objection disappear

And best of all . . .

You can learn how to eliminate objections at the beginning of your call.  How?

Register for my one-to-one private 4-week e-Course.  (see feedback from my favorite clients on this page.)

Because this course includes four weeks of once-a-week private telephone sales training and coaching where I will work personally with you, the course is limited to the first 10 people who register, so contact me today and I’ll get back to you as soon as possible.

You can see a description of the course + tuition investment on this page or on my blog at

If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, I would love to work with you and help you achieve your goals.

To register – and I hope you will – drop me a line today.



One Question Gets the Attention of Frazzled Prospects

person-dialing-phone-tnWouldn’t it be nice if you could get your foot in the door with your first call to a busy prospect?

Nice, but rarely ever happens.

Your prospects are getting phone calls from everyone else who sells the same products and services.

Let’s face it:

Your prospects and customers are crazy busy and they don’t have time to listen to everyone who tries to pitch to them.

To get some of our prospects’ precious time, we need to spread multiple contacts out over time – sometimes 10 or 12 contacts before we get the opportunity to make a presentation and ask the right questions.

And when we DO get their attention, we need to demonstrate that we know what we’re talking about and can provide the solutions that will solve their problems.

There is one specific question you can ask that will let your prospect know that:

  •  You have the experience and knowledge they need.
  • You have provided solutions to companies similar to their own
  • You are different (in a good way) from your competitors

The attention-getting question below is included in the book “Snap Selling,” written by best-selling author Jill Konrath.

“You already know that if you ask questions, your prospects will see you as more competent and caring, but you may not realize that some questions are better than others.

“Plain vanilla questions such as ‘What are your objectives for the coming year?’ or ‘What are your primary problems’ can be asked by any reasonably trained seller without much knowledge or experience.

“However, if you want to get to the Go Zone, you need to take your questioning skills to a whole new level.  More specific questions demonstrate your expertise.”

The Intelligent, Specific Question

To start a real conversation with prospects, ask this one brilliant question (customize for your specific products):

“Mr. Prospect, in working with other companies who were making copier decisions, I find that they’re typically concerned with 4 very basic criteria:  ease of operation, flexibility, reliability and quality.  Can you tell me which of these factors is most important to you and why?”

“See how you can bring in your experience?  This question leverages your expertise and will be more likely to start a conversation than “plain vanilla questions.”

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Dear Reader:  You CAN get attention plus build trust and credibility with prospects during your first call.  When they know you, like you and trust you, prospects are more likely to buy from you.  My one-to-one private e-course is designed specifically for your situation to get the results you want.  Take a look at what my favorite clients say about working with me  then contact me and I’ll get back to you within 24 hours. I look forward to helping you achieve your sales goals!

– Ann