Clearing The Objection Hurdle

Bob Riefstahl
2WIN!® Global Founder, Principal, and Author
My Favorite 2WIN! Moment

As a part of each workshop we spend time practicing objection handling.  Invariably, one of the objections that salespeople must deal with involves pricing:  “You have the best software, but your price is just too high”.  In a workshop in North Carolina involving software for the health care industry, there was one woman that delivered the best response to that objection that I have ever heard.

We had talked about using limbic techniques and spin points for tough, subjective objections, and obviously this woman was able to quickly apply those lessons to her own experiences, both personal and business.  She told the story of her son, a star athlete and Olympic hopeful.  He had a bad training accident and broke both wrists.  The local doctor said that he could fix the damage, but that her son would have to give up any athletic aspirations.  Not satisfied, she found a specialist two and a half hours away that promised, with intense care and much rehabilitation work, the possibility of a full recovery.  For a year, she and her son drove the two and half hours each direction in an attempt to keep his athletic career a possibility.  It was long, hard, and expensive, but it paid off.  He eventually made that Olympic team.

There wasn’t a dry eye in the house as she was getting to the end of this story, but like a true professional she brought the point home to the audience:  “Your nurses work hard and serve both the hospital and its patients well.  Like my son, isn’t it worth the extra effort and expense to give them the best solution available?”

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