Only after extreme pressure and extended duration do the most sought-after, most cherished diamonds emerge. It’s wild that they even come from something so common and ordinary as basic carbon. This happens in nature… and in sales. It’s the fundamental thinking behind my Drill & Grill process for mastering the art of objection handling. The Drill & Grill will make you a better, more fluid and capable salesperson when it comes to handling any and all objections.

Most everyone who practices the Drill & Grill can, within a few minutes, effortlessly flow through objection after objection. You get hit with an objection, then you need to Acknowledge it and follow-up with a Question so you get to the root of what their real issue is.

OBJECTION: “I need to think about it.”
ACKNOWLEDGE: That’s awesome.
QUESTION: What particular questions or issues do you need to
think over?

Now, you’re about to learn the Drill & Grill process so the next time you’re hit with an objection, you can handle it flawlessly… like a diamond.

Fair warning: this process, while simple, can be very intense. Do this regularly, though, and you’ll be a master.

You’re going to want a partner for this. Have them hit you with an objection. You’re going to Acknowledge and then ask a Question. At any moment you stumble, pause, or “umm…uhh…” they will yell “Stop!” and immediately hit you with the objection again.

The name of the game here is speed. Don’t try and answer conversationally. This isn’t about that. It’s about being quick and smooth. The Drill & Grill is about creating rapid-fire stress and pressure and you overcoming it with ease and confidence.Once you overcome the objection, your partner will fire another one at you. Keep this up for as long as you can. The best salespeople I know do this every day. If you’re average in sales now, even if you’re a pro, the Drill & Grill is proven to make you even better.

This is a guest post by Steven Missimer of Potomac Enterprises