A Negotiating Strategy for Handling
Buyers’ Concerns
(A Six-Step Process)
o Hear the Prospect Out
Listen Carefully
o
Confirm Your
Understanding
of the Objection
o
o
o
o
o
Acknowledge their
Point of View
o
Select a
specific
technique
o
o
o
o
o
o
o
o
Attempt to Close
That is a logical question
Restate or rephrase in your own words
Use words such as, “I understand how you
feel” , “I see where you are coming from”, …
Prepare the prospect for your answer
BASE YOUR DECISION ON:
o
Answer the
objection
Validate the Problem
Clarify and Classify
Use confirmation questions
Ask if there is anything else
Try to distinguish between genuine
objections and excuses
The pro