Handling Objections Successfully

1) IGNORE: Prospects are testing your belief and skill set!

2) HUMOR: Make light of the situation appropriately!

3) RESTATE: Gain agreement the concern is in a category you satisfy..

4) FFF: I know how you feel, others felt the same, here is what they found...

5) OFFER PROOF: Show pictures, tell stories, utilize testimonials: Pitchbook

6) PITCHBOOK PRESENTATION: Already handles most concerns

7) UNCOVER HIDDEN OBJ: See thru the smokescreen: Is it the $$$ ???

8) ASK WHAT ELSE IS STOPPING YOU!!! IS THAT ALL??? YES?

9) WRITE DOWN: Make estimates realistic, Put figures on paper!

10) CLOSE! ASK 4 BIZ! Ignore/Restate/Answer/Agree/Move Forward

11) MODEL THEIR STRATEGY: Ask what happened last time they bought?

12) ACT AS IF: You have the answers, and the product/service they need!