Language Magic for Overcoming Objections (For Pros Only) By Dave Dee
S tep right up and overcoming objec- tions and closing more sales. Amateurs pretend their pros- pects don’t have objections or pray they don’t verbalize them. Semi-pros, from the old-school style of selling, have canned responses waiting on the tip of their tongue to annihilate a prospect’s objection the minute it rears its ugly head. discover the amazing secrets for elegantly The pro handles as many ob- jections as they can in advance as part of their presentation — before the prospect ever verbal- izes them. Here is the three-step process for doing just that. 1 Look at your offer and create a list of all the objections your
prospect could have for not buy- ing. Don’t cheat here. Write them all down, even the ones that are tough to handle. 2 Look at your sales script. (You do have an actual script, right? If you don’t, get one right now. ) See where you can logically weave in answers to the objections. The best method is to create the list of objections before you start writing your script. By doing this, you will naturally cover at least some of the objections as you’re planning your presentation. 3 Determine how you are going to handle the objections and script out your answers. There are many ways to handle objections. Obviously, I don’t have space to cover all of them, but here are three methods to get you started.
The first is to tackle the objec- tion head-on . The best way to do this, which takes a little “sting” out of this method, is to use what I call the “mind reading tech- nique,” where you claim to know what your prospect is thinking. Some “magic words” you can use as a lead-in are: “You might be wondering ...” or “You might be thinking ...” For example: “You might be thinking, ‘Hey, Dave, this sounds too good to be true.’” Then, you answer the objection. A second way to overcome ob- jections is through the use of case studies and testimonials. Further- more, there is language magic that makes this technique even more powerful. It is also a form of the mind reading technique. Instead of making a statement directed at your prospect like in
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