November 22, 2024
Aggressive vs Non-Aggressive Objection Handling: What Worked for Me
When it comes to cold calling or sales in general, objections are inevitable. You’ll hear a lot of “not interested,” “too busy,” or “I’ll think about it.” But what happens when those objections pop up, and how do you respond?
Well, I’ve been there. I’ve tried both aggressive and non-aggressive objection handling methods – and let me tell you, it was an eye-opening experience. The truth is, both have their own benefits and challenges, and the right approach often depends on the situation, the person you’re speaking with, and, honestly, the kind of relationship you want to build.
So, let’s break it down.
Aggressive Objection Handling: The ‘Get The Meeting’ Mentality
Let’s talk about the aggressive approach first.
In this style, the goal is crystal clear – get the meeting. Period. There’s no sugar-coating, no waiting around. The focus is on overcoming any resistance and pushing through until the prospect says, “Fine, let’s talk.”
It might look something like this:
- “I know you’re busy, but this is something you really need to hear. It’ll only take 5 minutes, and I promise you won’t regret it.”
- “I get that you’re not interested right now, but let me ask you this… when was the last time you looked into increasing your sales team’s conversion rates with a simple strategy??”
The idea here is to push a little harder, maybe even challenge the prospect’s objections. The upside? It works. You get the meetings. More meetings = more chances to sell.
However, here’s the downside: No-shows.
After you’ve been a bit too forceful, prospects might feel a little cornered. They might say, “Sure, I’ll hop on that call,” just to get you off the line, but when it’s time for the meeting, they’re nowhere to be found. That’s the trade-off.
Non-Aggressive Objection Handling: Relationship Over The Hard Sell
On the other side, we have the non-aggressive approach.
Here, the goal shifts from just getting the meeting to building a relationship. The idea is to be patient, kind, and understanding, giving the prospect space to decide on their own.
For example:
- “I totally get that now isn’t a good time, but I’d love to check back in with you when it’s more convenient. How about we touch base next week?”
- “It seems like I’ve caught you at a busy time. Would you mind if I sent you more information and we can chat later when you have a moment?”
With this method, you’re not pushing. You’re respecting their time and giving them room to make a decision when they’re ready. The beautiful part of this is that you create trust, and trust often turns into business later on. But it takes time.
The downside? Fewer meetings, at least in the short term. It’s slower, but there’s a bigger chance that you’ll get a warm response when you do get that meeting.
What I Learned: Both Have Their Place
So, here’s the big takeaway: Both approaches have their pros and cons.
If you’re looking to get a quick yes or no, an aggressive approach might be your best bet. You’ll secure those meetings and start conversations faster. But if you’re looking for long-term success, with a little more rapport and fewer no-shows, the non-aggressive approach will serve you well.
In reality, the best salespeople mix both methods.
There are moments when you’ll need to go in for the kill, push a little harder, and secure that meeting. And there are times when you’ll need to take a step back, listen to the prospect, and nurture the relationship over time.
Which One Should You Choose?
It really depends on what you’re after. Are you okay with a few no-shows for a quick win? Then maybe the aggressive approach is for you. But if you’re willing to take it slow, let the relationship build, and keep the door open for future conversations, the non-aggressive style might be better.
My Final Thoughts: The Power of Flexibility
One thing I’ve learned for sure is that flexibility is key. It’s not about sticking rigidly to one approach, but knowing when to dial it up and when to dial it back. As you gain more experience and learn your prospects’ behaviors, you’ll get better at sensing which method will work in any given situation.
At the end of the day, whether you’re aggressive or non-aggressive, the goal is simple: help your prospect see the value of what you’re offering – at a pace that feels right for them.
So, try both approaches. Test them out, learn from your mistakes, and most importantly, always be kind. Because, in sales, a little kindness goes a long way.
Conclusion
In sales, there’s no one-size-fits-all. Aggressive and non-aggressive approaches both have their place. The key is understanding which one to use, when to use it, and how to balance them for your unique sales style.
So, which approach works best for you? Give it a try and see what happens. After all, it’s all about figuring out what works best for you and your prospect.
