When you encounter an objection from a potential customer, do this:

  1. PAUSE
  2. “Tell me more…”
  3. Empty the customer
    Ask – “Is there anything else?”
  4. Lock the customer
    Ask – “If I were to …. would you …”
  5. Present a counter solution
  6. 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