we’ve all done it, but none of us can afford the habit! “sealing the objection” is the sales phenomenon whereby you communicate to a consumer that it’s fine to pass on a purchase or other commitment. if you’re a producer of any kind, this is counterproductive — and not what you or they want. want an example? say you’re producing an outdoor event. it’s probably not a good idea to talk about weather that isn’t cooperating. the consumer may not be buying due to concerns about whether the event will take place or be as enjoyable.
a workaround would be to pair a backup date with a money back guarantee — should the weather head south. remember that the consumer is looking to buy what you’re selling. doubt or be shy about this and you might as well not be producing and pitching things. if you don’t fulfill his/her needs or desires, then he/she will be less than satisfied. worse, they could head on down the way and buy from your competitor instead. your competitor may be less capable than you of fulfilling what the consumer really wants.
make sure you carry this scenario and burden in mind the next time you’re in a sales situation and feel the urge to say it’s fine that others don’t buy what you’re selling. challenge yourself to put your efforts on a pedestal and pitch like there’s no tomorrow. if you can’t justify this type of effort, then maybe it’s time to stop pitching what you’re pitching.
