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I'm going to tell you about a much less painful inoculation (in fact, an inoculation that is not painful at all). This inoculation has nothing to do with disease prevention. This inoculation could result in skyrocketing sales (see, I told you it wasn't painful). This inoculation protects you from sales objections. The first thing you'll want to do here is come up with a list of the top three objections that you get as it relates to your business. "It's too expensive", "I have to talk it over with my partner/husband/wife/children", "I can find a better deal on the internet", et cetera. These are popular objections, somewhat generic, and just for purpose of example, so think on this and come up with your own top three. What is it about your presentation that is causing you to continually get the same objections over and over? Many of my students tell me they go through patches of time when one objection will repeat itself with each new prospect and then just as suddenly as it started, it will stop. I suggest that it is something that you are doing to attract this same objection, whether it be something in the tone of your voice or a phrase that you have been repeating, and most probably, it's a result of some pattern you've created in your own mind that attracts the same response over and over. So lucky day, is it fortunate that you have the opportunity to read this now and understand how to short circuit objections before they start. In order for this to happen you must elicit your prospect's criteria and have that ready in your mind as you proceed. If you keep getting the objection of, "I don't know if I really need the services you're offering" then you know that this has the potential to pop up from time to time for you. Bringing up the objection before it's even fully formed in the mind of your prospect and canceling it out by casting a negative light on those that suggest they don't need your services, it is a lot less likely that they will bring up that particular objection. 'Look, one of the things I hear on occasion is people telling me, I'm not sure if I need your services. And let me tell you what I've said to them. . . ' You're not allowing their objection to build up in their heads to something that's set in stone. It's a tiny molehill and not a mountain. This has the benefit of saving you time. How? Well, what if your prospect has an objection that you can't overcome. This is information I want to know right up front. Instead of putting a lot of time and energy into something that definitely will not pan out, you can move on to the next prospect. This is why I'm constantly asking someone in the presentation 'are you with me? Do you understand?' because if they're not, I want an indication that they're not so I can immediately try to do something different. Article Source: http://www.articlewheel.com
Kenrick Cleveland teaches techniques to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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