Objections. Many business owners fear them. Some dread them. Almost no one handles them correctly.
Because I am a prince among men, I will give you a simple four-step framework you can use today if you encounter any objection during a consultation with a prospect.
- Align: Let the prospect know that you understand their concern.
- Affirm: Let the prospect know that you empathize with them.
- Isolate: Ask a question to ensure the prospect has no additional objections.
- Answer: Answer in a way that closes the sale.
Here’s an example:
The prospect says, “I don’t think I make such a large commitment now.” (In truth, if you followed my framework for doing a consultation that closes, you won’t get this objection, but we’ll use it for illustrative purposes.)
You would say:
“I understand how you feel. It is a large commitment. Other than the size of the commitment, is there anything else you wouldn’t take action now?”
Pretty sweet, ain’t it.
There’s also an embedded command at the end of this simple-looking sentence, but that’s another topic for another day.
Kick butt, make mucho DEEnero!
Dave “Graceful Am I” Dee