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 Read More...

Yesterday we broke down the power of having a system to use for answering sales objections. Then we talked about the first step to answering objections which is to validate what the person has said.

Today we are going to talk about the second step in the system for answer objections which is to clarify the objection. Once our prospect or client knows that we are listening to them by validating their objection, we must figure out what they are truly objecting to.

The dictionary defines “clarify” as: to make clear, easier to understand, to clear up confusion or uncertainly. This is exactly what must be accomplished because many objections are ambiguous or a wondering generality. Read More...

The best sale people understand that answering objections is a natural part of the sales process. The best way to answer an objection is before it is brought up by the prospect. Realize objections are actually healthy communication and that, when the client verbalizes an objection, a process to handle that objection is more effective than a razor-sharp response. 

This three part series is going to discuss that simple process to handle any objection:  Step 1 – Clarify, Step 2 – Validate, Step 3 – Isolate the Primary Objection.  

To begin, let us make sure that we are all on the same page as to how we perceive objection. Most of us, are in agreement that the majority of Read More...