Strategies for Deciding when to Answer Objections
Anticipate
and Forestall
Objections
incorporate objections & answers in the presentation
o be certain that the objection will arise
o Prevents a confrontation and communicates
objectivity
o
Gives you time to present more benefits
o Allows you to maintain control
o Gives you time to think about the response
o Acknowledge the objection
o Employ empathy
o Promise to get back to the question
o Write it down
o
Postpone
the
Answer
The prospect not listening.
o prospect feeling that you are hiding something.
o The appearance that you also feel it's a problem.
o The appearance that you're not able to answer
because you do not know the answer.
o The appearance that you are not interested in the
prospects opinion.
o The appearance that you are not sympathetic
o
Answer
Immediately
Postponement
of objections
may result in:
Do Not Answer
an Excuse
Serious objection will be repeated
o Not answering suggests that the excuse is not truly
relevant
o
Selling should be win-win
o Don't try to show up the prospect
o Challenge ideas without offending
o
Disagree
Without
Being
Disagreeable
Remove blame by
prefacing answer.
Make a concession
before taking
exception:
"I have not made myself
clear......"
"You raise an excellent
point….."
Add all new objections to yr database & Share them with yr cohorts