This is going to be brief and valuable.
After I write this, I’m going to the airport to pick up Karen, who has been in Israel for the last twelve days!
Objections. Many business owners fear them. Some dread them. Almost no one handles them correctly.
Because I am a prince among men, I’m going to 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 make sure that there are no additional objections the prospect has.
- Answer: Answer in a way that closes the sale.
Here’s an example:
Let’s say the prospect says, “I don’t think I make such a large commitment at this time.” (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. Also, there’s a hidden command at the end of this simple looking sentence, but that’s another topic for another day.
Okay, it’s time for me to pick up the love of my life.
One more thing, before I go.
On Thursday, I’ll send you details about the four-person, two-day mastermind/workshop I’m thinking about doing in my home.
Peace out.
Kick butt, make mucho DEEnero!
Dave “Missed My Wife” Dee