The last two days we have been talking about the system to answering objections. First you validate the objection, and then you clarify the objection. Before we continue with the third step, which is isolating the primary objection, it is very important to understand a principle that applies to any system.

Whether you are using a system to answer objection or to remember names, you need to follow the steps of the system much like following a recipe to bake a pie. When you have recipe, it gives you specific instructions on how to prepare specific ingredients to get a desired result. If you begin to modify the instructions or the ingredients or the amount it changes the results.

Sometimes you end up eating very untasty pie because there are no shortcuts in baking. Likewise, there are no shortcuts when answering objections.

So, once you have validated the objection, that is part number one and clarified what they are objecting to by answering questions you have partaken in a very healthy, open enlightening and trust building exercises with your prospect.

We all know that the ability to communicate with other person impacts that relationship more than any other factor. And people will not do business with people that they do not trust. At this point you have built a lot of trust and you have come to the easiest part of the process, at least it is the easiest part as long as you followed the steps and done your homework. When you have clarified and gotten to the real or hidden objection, you can finally isolate the primary objection and then answer it

What do you mean by isolated? Sort out what you have heard and determine what they are concerned with and what their primarily invitation is, and at this point the answering begins.

When I said home work before, I meant that you should have taken some time to ask yourself all of the possible objections you can think of. You do not necessary need all of the answers scripted but you should be prepared. You do not need to fly by the seat of your pants. And as you begin to answer their objection, you feel a beautiful thing developed because as you have listened to their concerns and built trust with them they now will listen to you.

It is amazing how much someone will listen if they felt that person understands them and has listened to them, and that is all we can ask. I would like to wish you the best of success as you continue your quest for self improvement and closing sales.

Be Free!

Tom Weber
VP of Sales