Five Question Sequence
Method of Overcoming
Objections
Q1
Q2
"There must be some good reason why you're hesitating.
Do you mind if I ask what it is?"
Ask what it
YES
is and
"In addition to that, is there any other
reason for not going ahead?"
NO
Go To
Q2
Go To
Q3
Go forward to
discuss this
NO Go To Q4
Q3
"Just supposing, M. Buyer, you could...
then you'd want to go ahead?"
YES
Q4
Q5
"Then there must be some other reason.
May I ask what it is?"
Answer GO TO Q2
No Answer GO TO Q5
"What would it take to convince you?"
This series of questions keeps the
conversation going and gets the real
objections out in the open which helps
increase your sales.