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Monday, September 12, 2011
Avoid don'ts in objection management

You can avoid that ďdonítsĒ in managing objections.

There are many things you should do in managing objections, but there are also things that you should not do.

What should you NOT do when managing objections?

Donít ignore them.

Donít argue.

Donít belittle.

Donít ignore them
When you get an objection, donít ignore it. In some cases, you may want to delay addressing it, but acknowledge it and, at some point, respond to it.

Donít argue
In responding to a prospectís objection, be aware of how you respond. You do not want your enthusiasm and desire to help your prospect to come across as challenging. Always be aware of your emotions and the emotional level of your prospect.

Donít belittle
It is important to remember that, regardless of how insignificant you may think the prospectís concern is, it is important to the prospect. Your response or reply to his or her objection must always show your understanding and genuine concern.

Remember what Mary Kay Ash and William Frederick Halsey, Jr., have said about moving the process forward through objections:

Pretend that every single person you meet has a sign around his or her neck that says, ďMake me feel important.Ē Not only will you succeed in sales, you will succeed in life.
Mark Kay Ash

There are no great people in this word, only great challenges which ordinary people rise to meet.
William Frederick Halsey, Jr.

Gary O'Sullivan
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