Handling an Objection
When you encounter an objection from a potential customer, do this:
- PAUSE
- “Tell me more…”
- Empty the customer Ask – “Is there anything else?”
- Lock the customer Ask – “If I were to …. would you …”
- Present a counter solution
- Confirm the details
The Rules for handling a sales objection are:
- RECOGNIZE IT
- ASK THE QUESTION – “Do you have any problems with … Are there any issues we haven’t discussed?”
- SEIZE THE MOMENT
And remember,
- Never take it personally
- Listen and be interested
- Don’t blame
- Stay calm