6 Strategies for Handling Objections

6 strategies for handling objections

1. **Listen carefully to the objection.** Do you feel it is a valid objection or perhaps covering up the real objection? Try to find out by using the phrase, "Don't youreally mean...?" or "Usually when a client tells me that, my experience has shown me they really have a price concern. Is that true for you?"

2. **Get the prospect to commit to the objection.** Reword the objection as a question. Example: "In other words, if price weren't an issue, would you work with me?"This gets the prospect to answer you directly and commit to the objection, so you can begin to overcome it.

3. **Determine whether it is the only stumbling block.** Ask, "If I could resolve this issue, are there any other issues standing in the way of our doing business?"

4. **Ask a question that leads to the close.** Here's an example of a question:"If I could show you how...would you be ready to do business with us?"

5. **Answer the objection to resolve theissue and get agreement.** Use everything
you have in your arsenal to answer the prospect's objection. Show different cost
options, prove benefits, comparison charts, testimonials, product knowledge, and believe in yourself.

6. **Ask a closing question that confirmsthe sale.** Make a non-pressuring statement that leads to the close. You could say, "If I check with my office and it's a go, I'll assume we have a deal. Is that right?"

Warmly,

Rochelle Togo-Figa
The Breakthrough Strategist Sales Breakthroughs
420 Riverside Avenue, Ste. 250
Croton-on-Hudson, NY
10520 US

Rochelle Togo-Figa" - rochelletogofiga@salesbreakthroughs.com