Specific Techniques for
Handling Objections
Answers Based on Concrete Evidence
compare advantages and disadvantages
o When the prospect is mentally comparing
the present product or a competing product
with your product, you may make a
complete comparison of the two
o
Product
comparison:
case history or
testimonial
o
Describe the experience of a customer
whose situation is similar to that of the
prospect
One of the most convincing ways to
overcome buyer resistance and specific
objections.
o Sometimes a second demonstration is
needed to overcome buyer skepticism.
o
Demonstration
Removes resistance by reassuring that the
purchase will not result in a loss.
o Guarantees must
be meaningful
provide for recourse on the part of the
customer
o
Guarantees or
warranty
The prospect wants to wait a while before
making a final decision.
o Use pencil and paper to show that delaying
the purchase is expensive
o
cost of
delaying
Classic Objection Handling Techniques
Feel
Felt
Found
Let a Third
Party Answer.
Answer it by referring to a third party and
using that experience as your "proof or
testimony".
o If the source is reliable or reputable this can
be especially successful with the expert or
skeptical prospect.
o
I understand how you feel
Your friend, Hugh Jass, felt the same way
Here is what he found.