Handling Common Objections

The most recent session of our Business Mastery Program continued into Module 7 on the the Handling Common Objections. Here is what we touched on from my notes during our session:

• The 5 most popular client objections
• How to handle those objects when they arise
• Strategies to get people to handle their own objections
• When the easiest – and most difficult – times are to handle objections
• The biggest secret of objections – and when YOU should raise them
• How to use pre-presentation presentations
• The best strategy for you to raise objections
• The 3 things that your product/service must do
• What it means if you’re not getting any objections
• YOUR objective as a salesperson
• How to handle the perception that you’re “Too Expensive”
• How to use case studies and stories to handle objections
• What it means when someone says it’s “Not the right time.”
• What “I have to think about it” really means – and how to handle that
• What to do when someone is researching options
• How relationships play into decision making
• How to – and NOT to – use discounts and bonuses
• Handling multiple decision makers – like spouses / partners
• How to shatter objections and go for the close
• The value of persistence
• When the sales process stops

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