Objections are actually a good sign that you're close to the sale. If a prospect is asking you questions and offering up objections, she is at least interested.
You must anticipate her objections in order to address them.
These are the five predictable ones, although there are more:
1. It costs too much.
2. It won't work.
3. I'm different; it won't work for me.
4. I can wait; my situation's not that bad.
5. It's going to be hard.
You've probably thought about these when someone tried to sell you a service or a product before. Remember that there is no objection that cannot be overcome, except one - and that is "I just don’t want it." Desire is necessary.
But as for the five objections listed above, write out your response and learn it well. It must not sound rehearsed. Include the following ideas:
• Sympathize with their concern (objection). Recognize that it is valid (for them).
• Offer an alternative - For #1 above for example, "I understand your budget is tight right now, but ... " and offer her a payment plan. Explain you will work with her.
• Present an accurate, reasonable view of the future if she passes up this product or service (referring to #4 and #5 above).
ASSIGNMENT:
1. Go back through your notes and list the objections people have given you in the past. Note the ones that come up most often.
2. Create a short paragraph for why each objection is not valid or any other ways to overcome these objections.
3. Practice saying these out loud so you come off confident next time you talk to a prospect with objections.
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