Simple Technique for Isolating Objections
To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"
Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:
1. Cost
2. Financing
3. Company Credibility
Let's review and address these individually
You say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anything else?"
My response: "No."
Your response: "Of these three, which is most important to you?"
My Response: "Financing."
Your response: "When you say financing, could you be more specific?"
My response: "I have recently emerged from bankruptcy and am concerned about being approved."
Your response: "Aside from bankruptcy, are there any other financial issues?"
My response: "No."
Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?"
My response: "No."
Your response: "Is there a specific reason?"
My response: "Yes, I'm concerned about the total cost of the unit."
Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?"
My response: "The monthly investments."
Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well."
My response: "OK."
Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down?
My response: "No."
Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?"
My response: "$125.00 would be comfortable."
Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today."
My response: "Yes."
You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, as identified when continuing to isolate the real objection - MONEY.
Recap: The purpose of this simple, yet powerful sentence ("Aside from "that" is there anything else?"), is to eliminate all objections prior to the "close."
CEO - United Sales Training (
http://www.unitedsalestraining.com), 20 years as a Professional Sales Trainer, Recruiter, Sales and Marketing Manager, Consultant. Dedicated to the "keep it simple" approach. FOCUS: "Training programs designed to help women - tough enough for men."
