If you’ve been in sales more than a couple of weeks, you’ve likely been given a handout with a list of “most common objections” and answers to all of them. You’ve probably even been told that 80% of yes answers come after the first no. Therefore, learning how to overcome those objections is a big stinkin’ deal!

We all dread that one objection that we’ve never heard before, or the one that we haven’t quite found the right answer for.

My favorite “catch-all” technique for overcoming objections is the “Obviously you…Just suppose” method. I taught it to my sales teams for years; called it The Superman Technique because it’s the strongest answer in the history of answers. It works like this:

Your prospect: “I don’t think my employees would be interested.”

You: “Obviously you have a reason for saying that. Do you mind me asking what it is?”

Prospect: “Well, most of them live paycheck-to-paycheck & I can’t see them adding another payment.”

You: “I certainly understand that. Just suppose for a minute that wasn’t an issue. Is there any other reason you wouldn’t want to make it available to them?”

Now you know what you’re dealing with. He/She will either confirm that, yes, that’s the only issue, or they’ll tell you the real reason they don’t want to do it. If it really is the “paycheck-to-paycheck” thing, you can blow them away with the affordability and value of your product/service. You can talk about those employees are the very ones who can’t afford NOT to have your product/service, right?!

As my kids would tweet, Best.Rebuttal.Ever. (Actually, my kids would say, “LOL…you just said ‘butt.'”)

The Kryptonite Objection

Of course, every Superman has his kryptonite. For “Obviously you…Just suppose,” it’s the dreaded, “We don’t have a payroll slot,” or “All payroll deductions have to run through our corporate office… in Switzerland.”

I won’t write it out, but in your head right now, just run your superman technique on those. Loses a little something, doesn’t it?

The most frustrating thing to me in my 25-year sales career is a prospect who is ready to buy, but can’t. Believe you me, they are fired up to act right now! They think you’re great & your product is great & they’ll tell all their friends and refer you to everyone they meet, but they literally CANNOT buy from you.

Here I Come to Save The Day!

Until now, you simply didn’t have a good answer. You slumped in your seat, gathered your things & shuffled out to your car, muttering something about being too old for this.

But Piedmont changes all that. Our business is expanding your business, by giving you the antidote to The Kryptonite Objection. It works like this:

Prospect: “We don’t have a payroll slot,” or “We can’t payroll deduct without HQ…”

You: “I understand. I work with people in the same position every day. Let me tell you about the Piedmont Solution. Piedmont is based in Columbus, GA, and is the pioneer in payday payments. Their system allows us to set up savings accounts* for your employees so they can have their premiums collected each payday. Piedmont maintains those funds & pays the insurance company in their behalf. You never see a bill; your employees get a discounted group rate; and there is NO PAYROLL DEDUCTION. Here’s how it works…”

For the rest of the story, register here right now. You’ll get sample forms, detailed handouts and training materials to help you overcome the objection you never thought you could.

* Piedmont uses the terms, “savings account,” “escrow account” and “holding account” interchangeably. We try to use the one that works best in the given context. These represent a unique method for tracking an individual’s funding and payment events. Feel free to use whichever makes the most sense to you or your audience.