Object Lessons: Six Steps for Overcoming a Prospect's Objections

Source: RainMakerBlog

In this blog post, Mike Schultz and John Doerr offer tips on dealing with a prospect's objections regarding the price of, or the need for, your services. Here are excerpts, reproduced with permission.

Nobody likes to be rejected, so it's no wonder so many consultants wilt upon the first sign of an objection. But objections are often a hidden indicator of interest. To move closer to a sale when a prospect voices an objection, follow these six steps:

1. Listen fully to the objection (don't interrupt or anticipate). Fight the urge to respond immediately, so you can hear what is actually on the prospect's mind.
2. Ask permission to completely understand the issue. The simple act of asking permission to understand lets the prospect know that you respect his concerns.
3. Ask questions, restate or clarify the objection. Many objections are hiding underlying issues that the prospect either can't or is not ready to articulate.
4. Choose your response carefully and keep it short. Answer honestly and to the point. Long-winded responses very quickly begin to sound artificial and insincere.
5. Propose your resolution to overcome the objection. Describe how you are going to remove the barrier for the prospect.
6. Ask whether your answer or proposed solution will satisfy the objection. Many prospects will accept the solution in the moment, but once you are out of sight, the objection remains. Be certain you have moved the sale forward.

To read the complete blog post, click here.

From RainMakerBlog, April 6, 2010, http://www.raintodayblog.com.