PRESTO CHANGO–ALAKAZAM!... let’s be honest, even the best Salespeople are guilty of looking for shortcuts sometimes. You know what I mean… that “magic pill” that will get the sale done faster/easier/simpler. Salespeople also know that there really aren’t any magic pills but wait !…here’s one that is close. It has to do with becoming a Master of Objection Handling.
Here is your ACTION STEP… regardless of what objection you are dealing with, remember these 4 “magic pill musts”…
Every Objection Handler:
1. Must be fact-based (use logic)
2. Must be in their favor… “what’s in it for me?”
3. Must include lots of questions… follow your script
4. Must be sure to focus on their emotions, too. It often comes down to how they feel even though the backbone of your objection handler must be logic-based.
Next Next time you get an objection… test yourself. Are using this magic pill formula? It’s the closest you’ll get to a sure thing thing and it absolutely does work! NO Excuses.