Not all objections are important or merit answering. The trick is to overlook the ridiculous ones (politely and with as little reaction as possible) and make sure you handle the creditable ones. This is something all salespeople must learn how to do. Those objections which are of sufficient importance must be given an immediate reply, and handled deftly.
1- Acknowledge it.
Here we stop and acknowledge whether the objection is thoughtful, worthy and necessary to be explained. If you decide to answer the objection make sure you do it while relaying an aura of concern and respect for that objection towards the customer. By showing this deference to the customer, the customer becomes more receptive to your answer.
2- Answer it.
Present the reasons which answer the objection and refute it.
3- Trial close.
Here you ask a leading question, which invites agreement with your answer. It is a test to measure the prospects' readiness to render a favorable decision.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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