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Digg it UP - Cutting Through Stalls and Objections
A couple of weeks ago, I was invited to accompany a manager on a tour of his physical facilities. As we walked around the yard and through the warehouses, the manager spotted several housekeeping issues that disturbed him. Each
When your prospect selects one of the objections, you then reverse by saying:
"Really? I'm surprised by your answer. Why did you pick that one?"
Probe a couple more times to find out the real objectio
This week's article is my response to a question by David Cohen of Bridge-Soft. "Quite a few prospects have told me that business is stagnant at the moment, but they are hopeful towards the 4th quarter. H
* It helps your credibility when the prospect sees that you're not afraid to bring up stalls and objections, even before you're asked. This promotes a feeling of trust.
* You remain in control, not the prospect.
* You can save time and get down to business faster and easier.
Here's how you can handle stalls and objections up-front:
"Art, sometimes when I talk to people about what we do--and it may not be the case here--sometimes they tell me one of the following: They see all vendors as being the same; they hate the idea of going through the process of whom to select to provide this product (or service); they had a bad experience the last time they tried someone new; or they're not sure which direction or application will be best for them. Which of these, if any, Art, is a concern to you?"
The idea is to take three or four of the most common objections--those that you hear most often--and phrase them in a multiple-choice question that prompts the prospect to select one or more. This technique smokes out an objection that might get in the way of your progress later in the presentation.
When your prospect selects one of the objections, you then reverse by saying:
"Really? I'm surprised by your answer. Why did you pick that one?"
Probe a couple more times to find out the real objection
You want to make money online so you set up a site and add a few affiliate links in it. But wait, you also read online that almost everyone who has a website are having google adsense ads on it. It sounds so good because when e
* You remain in control, not the prospect.
* You can save time and get down to business faster and easier.
Here's how you can handle stalls and objections up-front:
"Art, sometimes when I talk to people about what we do--and it may not be the case here--sometimes they tell me one of the following: They see all vendors as being the same; they hate the idea of going through the process of whom to select to provide this product (or service); they had a bad experience the last time they tried someone new; or they're not sure which direction or application will be best for them. Which of these, if any, Art, is a concern to you?"
The idea is to take three or four of the most common objections--those that you hear most often--and phrase them in a multiple-choice question that prompts the prospect to select one or more. This technique smokes out an objection that might get in the way of your progress later in the presentation.
When your prospect selects one of the objections, you then reverse by saying:
"Really? I'm surprised by your answer. Why did you pick that one?"
Probe a couple more times to find out the real objectio
Many people find that with that fast pace of modern life, and their job, school, or family responsibilities, they no longer have the much time to devote to personal care. They have to maintain their standards of grooming and h
The idea is to take three or four of the most common objections--those that you hear most often--and phrase them in a multiple-choice question that prompts the prospect to select one or more. This technique smokes out an objection that might get in the way of your progress later in the presentation.
When your prospect selects one of the objections, you then reverse by saying:
"Really? I'm surprised by your answer. Why did you pick that one?"
Probe a couple more times to find out the real objectio
A business mailing list is a collection of names and addresses used by a business organization or marketer to send promotional material to a targeted group of recipients. A targeted mailing list is a more cost-effective adverti
The idea is to take three or four of the most common objections--those that you hear most often--and phrase them in a multiple-choice question that prompts the prospect to select one or more. This technique smokes out an objection that might get in the way of your progress later in the presentation.
When your prospect selects one of the objections, you then reverse by saying:
"Really? I'm surprised by your answer. Why did you pick that one?"
Probe a couple more times to find out the real objectio
How should you answer the question "why did you leave your last job" especially if you were forced to leave because you didn't get along with your boss?If you voluntarily left the company and are asked in an interview wh
When your prospect selects one of the objections, you then reverse by saying:
"Really? I'm surprised by your answer. Why did you pick that one?"
Probe a couple more times to find out the real objection. Then, decide if the prospect's objection will be a problem, or if you can handle it later in the presentation.
Excerpted from You Can't Teach a Kid to Ride a Bike at a Seminar, by David H. Sandler. © 1995 David H. Sandler. All rights reserved.
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