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Monday, August 29, 2011
Manage responses to objections

You can manage your responses to objections.

Your success in managing objections will, in large part, be determined by how you respond. It is important to your sales success that you have a method in how you respond to the prospect’s objections.

What does it mean to manage your responses?

It means listening and acknowledging.

It means investigating and answering.

It means confirming and concluding.

Listen and acknowledge
Let prospects share their concerns completely, and listen to understand their view. Then acknowledge and paraphrase back to the prospects the concern to ensure your understanding of their view.

Investigate and answer
Determine questions that are appropriate and nonchallenging to gain a better understanding of prospects’ concerns. Ask questions to clarify your total understanding of their view. Then respond to it confidently with a different view or new option.

Confirm and conclude
The next step is to confirm their agreement to your response. You can simply say, “Does that answer your concern?” Once the prospect agrees, then proceed with your sales process. This transition can be made by saying simply, “As we were discussing, one of the ways you will benefit from this program is . . .”

Remember what Zig Ziglar and I have said about managing objections:

For every sale you miss because you were too enthusiastic, you will miss a hundred because you were not enthusiastic enough.
Zig Ziglar

Objection is not rejection.
Gary O’Sullivan

Gary O'Sullivan
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