| The first technique to handling objections is to use | | | | use Feel, Felt, Found - It's perfectly normal to feel |
| CRIS - Clarify, Rephrase, Isolate, Solve | | | | that way, trust me when I say other people felt |
| Clarify - As I understand it, state the objection, is | | | | that way to but what we found was the same |
| that right? | | | | people who wanted to wait eventually moved |
| Rephrase - So you want the, work or product, | | | | forward only to find that it costs more by waiting. |
| it's just that you... | | | | The third technique is the Thermometer Close - |
| (Money) need away to pay for it, right? | | | | "Mr. Jones on a scale of 1-10, 1 being your not |
| (Shop) want to be sure your getting the best | | | | interested at all and 10 being your ready to move |
| solution at the best price, right? | | | | forward right now, where are you?" If the |
| (Think) want to make sure this is the right | | | | answer is anything less than 10 you say "what do |
| decision, right? | | | | you need to see or hear to get you to a 10?" |
| Isolate - Is there anything else other than this? | | | | The best way to handle an objection is to avoid |
| Solve - find a financial plan, take the customer | | | | them all together. You should be qualifying and |
| shopping, break the decision into it's components. | | | | benchmarking the customer throughout the |
| You can handle any objection using this acronym | | | | process. You should be educating the customer |
| to close more sales. | | | | with features and benefits of your product or |
| The second technique to handling objections is to | | | | service. Use Trial Closes and Tie Downs. |