| I get so many requests asking me how to handle | | | | buy them for you), but if price weren't an issue |
| objections, that I thought I'd go ahead and give | | | | here, is this the solution you feel is right for you |
| you the secret method that I reveal in my | | | | today?" Or, "is this something you would go ahead |
| in-person trainings - the definite way you should | | | | and order today?" |
| handle and deal with all objections. | | | | Step Three: Answer the Objection (using a |
| This is a Top 20% favorite and it works because | | | | scripted response!) |
| you are not answering or dealing with objections, | | | | No secret here that I'm recommending you use a |
| rather, you're qualifying and isolating first, then, | | | | scripted response once you understand what the |
| once you've found out if it's a real objection or a | | | | objection is. Either use one of the scripts you |
| smokescreen, you're dealing with it in the most | | | | already have, or write one. No matter what, |
| efficient way possible. | | | | though, USE A SCRIPT! |
| And you're asking for the deal when done. It's | | | | Step Four: Confirm Your Answer: |
| called the 5-Step Method of Handling Objections, | | | | One of the biggest mistakes 80% of sales reps |
| and once you begin using it, you'll be amazed by | | | | make when answering objections is they don't |
| how successful it is. Here's how it works: | | | | confirm their answers - in other words, they just |
| The Five-Step Method | | | | keep talking! And I mean talking past the close. |
| Step One: (Two Parts): | | | | The Top 20% understand the danger of talking |
| 1. First, hear them out - completely. Don't | | | | past the close (like introducing new objections), |
| interrupt! | | | | and instead, after they have used their scripted |
| 2. Put in a softening statement before you | | | | response, they confirm their answer. Use any one |
| answer: | | | | of the following: |
| "I complete understand how you feel." | | | | "Does that answer that for you?" |
| "Some of my best clients felt that way also." | | | | "Does that make sense?" |
| "I completely understand how you feel, this is a | | | | "Have I satisfied that for you?" |
| big decision, and right now I'm sure it makes | | | | Step Five: Ask For the Deal! |
| sense for you to think about this." | | | | This might sound obvious, but you'd be amazed |
| Step Two: Question and Isolate the Objection B-4 | | | | by how many (like 80% or more) closers don't |
| Answering it. | | | | ask for the deal. Scripts assure that you do! And |
| As I've written about before, you can't begin | | | | after you do ask for the order, |
| chasing and answering every objection they give | | | | Shut up and Listen! |
| you! First you must question and isolate the | | | | That's the whole technique. It may sound simple, |
| objection to make sure it's the REAL objection. | | | | like common sense, but 80 to 90% of your |
| Example: "The Price is Too High" | | | | competition don't do this - and so they struggle |
| "I understand __________, and let me ask | | | | day and day with common objections. If you |
| you a question: Assuming that the price on these | | | | want to begin handling and easily overcoming |
| hearing aids weren't an issue (or fit within your | | | | objections, then begin using the 5-Step Method |
| budget, or if someone were suddenly going to | | | | today and watch your sales begin to take off! |