Have you ever wondered why some people close with their eyes closed and very rarely struggle with objections, while other people simply cannot close a single prospect?
When it comes to handling objections one of the most important to know is the psychology behind what is actually taking place when someone offers up an objection. People often times issue resistance to anything that suggest’s getting outside of their comfort zone. It’s just a natural reaction by all humans basically because it’s the path of least resistance. Most people will naturally pick the choice to not do something simply because it’s easier not to do something than it is to actually work to do something.
With today’s video I am talking about one of the most popular ways to deal with objections and it works because you are not answering or dealing with objections, rather, you’re qualifying and isolating first, then, once you’ve found out if it’s a real objection or a smokescreen, you’re dealing with it in the most efficient way possible. And you’re asking for the deal when done.
Here are some important points in handling objections:
- Neutralize Objections-always validate their objection by complimenting and/or agreeing with the prospect’s concerns. This acts to decrease the objections potency. Good Objection Phrases can be: “I can respect that.” “I can appreciate that.” “Thanks for sharing that concern.” “That’s exactly how I felt when I first started.“
- You can actually bring up the objection yourself before the prospect does, thereby deflecting it before it even occupies their mind.
- Assume the sale.
- Always make sure you have appropriately went through a ‘discovery process’ with your new prospect. This is a process where you build rapport and gain their trust as well as recognize their ‘why’.
- When possible, reply to their questions and concerns with a question. As long as you are the one doing the asking, you will hold all the power.
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