Lenann, I very much appreciate your working with us and do believe it has helped us to come together and improve our teamwork and understanding. We also now have more tools to help us work more smooth.. Steve Ross
Director of Advancement – St. Pius X High School, Albuquerque
 

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Handling Objections Effectively – Steps Three to Five

When you hear an objection, first try to see the logic in it. If you were the prospect, would you be raising this objection? If so, say so. If you can’t see the logic in the objection, ask a respectful question such as, “Ms. Smith, you’re asking me (whatever).  May I ask why that is a concern?” 


When you think you understand the objection, give it back to the objector! Restate it simply, and don’t twist it or insert your opinion.  


Your goal here is to let the prospect know you have heard him—that you understand what he is asking, and why that is or could be important in the decision to be made. Examples: 


“So, Mr. Jones, you’re concerned that this is a big expense and a lot of change—when perhaps you could address the problem of your sales being down internally, and incur less expense, is that it?” 


 “Okay, Mary Lou, you’re saying, ‘Wait a minute, I’m not prepared to work on this situation right now, I have too much on my plate already,’ right?” 


Wait for the prospect to acknowledge that, yes, that’s the concern. This can be done in words, or just with the bobbing of the chin (nodding “yes”). But if you don’t at least “get chin,” go back a step and try again. Do not go on with the discussion. 

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