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Atricle Dump - Don't Answer Objections, Isolate Them!
Networking is a great way to market your cleaning business, and in order to do it effectively, you need to plan ahead so you know what you want to accomplish at each event. You also need to grow and nurture your network to keep it fresh!Networking isn't about seeing w
“I can understand that, and let me ask you a question -- if this price was exactly what you were willing to pay, is this (your product/service, etc.) the solution you would go with today?"
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This article relates to the Coworkers competency, commonly evaluated in employee satisfaction surveys. It tells the story of a coworker whose performance consistently facilitated effective cooperation, collaboration, and communication between the employees within one organiz
When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them they should never answer objections. When they look at me like I'm crazy, I explain:
“Objections are often stalls or smokescreens hiding other objections that your prospect doesn't want to disclose. As soon as you begin answering objections, have you ever found that they have another and yet another?"
“Oh, yeah,” they say. So here’s what you should do:
Instead of answering an objection you must first isolate and question it. Let's take two of the most common ones – “Your price is too high," and “I need to speak with, talk to…"
If your client says, “Your prices too high," you should respond with:
“I can understand that, and let me ask you a question -- if this price was exactly what you were willing to pay, is this (your product/service, etc.) the solution you would go with today?"
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"Hearing 'reflective back talk' from friends, colleagues, spouses, and significant others allows us to "true" ourselves in relation to their perceptions. With this input we can integrate our internal conversations with data from the external world to enrich the process of kn
“Objections are often stalls or smokescreens hiding other objections that your prospect doesn't want to disclose. As soon as you begin answering objections, have you ever found that they have another and yet another?"
“Oh, yeah,” they say. So here’s what you should do:
Instead of answering an objection you must first isolate and question it. Let's take two of the most common ones – “Your price is too high," and “I need to speak with, talk to…"
If your client says, “Your prices too high," you should respond with:
“I can understand that, and let me ask you a question -- if this price was exactly what you were willing to pay, is this (your product/service, etc.) the solution you would go with today?"
N
Mark Anastasi is a walking, talking, self improvement dynamo and his entrepreneurial journey has been a fascinating one.He is the kind of guy that is only too willing to share his knowledge and experience for the benefit of those around him.He shares much of th
“Oh, yeah,” they say. So here’s what you should do:
Instead of answering an objection you must first isolate and question it. Let's take two of the most common ones – “Your price is too high," and “I need to speak with, talk to…"
If your client says, “Your prices too high," you should respond with:
“I can understand that, and let me ask you a question -- if this price was exactly what you were willing to pay, is this (your product/service, etc.) the solution you would go with today?"
N
Wood, as a durable material, does more good than just staying in our rainforests and providing homes for the animals in the wild. Wood provides lumber that is used for building homes and installation; hobbies such as sculpting and making furniture and a whole lot more. Tech
If your client says, “Your prices too high," you should respond with:
“I can understand that, and let me ask you a question -- if this price was exactly what you were willing to pay, is this (your product/service, etc.) the solution you would go with today?"
N
Cross-cultural Management is a system designed to train and make known to people in the global business about the variations of cultures, practices and preferences of consumers around the globe.Cross-cultural Management poses as a challenge for companies from all over
“I can understand that, and let me ask you a question -- if this price was exactly what you were willing to pay, is this (your product/service, etc.) the solution you would go with today?"
Now that you've isolated the objection you will see if price really is the only objection. Any answer other than ‘yes’ and price isn't what is stopping your prospect form moving forward (which means you have more work to do to find out what is!)
Same thing with the “I've got to speak to, talk this over with….” objection. You should say:
“I can totally understand that, prospect’s name, and let me ask you -- if you did speak with _______ and they said whatever you thought was fine with them, would you go with this today?"
Again, any answer other than ‘yes’ and that objection is just a stall. Answering it will get you nowhere.
Do you see how this works? The whole point of questioning and isolating the objection first is to uncover what is really holding your prospect back.
And until you find that out, there will be no deal.
So stop answering objections and sta
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