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The 5-Step Method of Handling Objections
I get so many requests asking me how to handle objections, that I thought I’d go ahead and give you the secret method that I reveal in my in-person trainings – the definite way you should handle and deal with all objections.
This is a Top 20% favorite and it works because you are not answering or dealing with objections, rather, you’re qualifying and isolating first, then, once you’ve found out if it’s a real objection, you’re dealing with it in the most efficient way possible.
And you’re asking for the deal when done. It’s called the 5-Step Method of Handling Objections, and once you begin using it, you’ll be amazed by how successful it is. Here’s how it works:
The Five-Step Method
Step One: (Two Parts):
1. First, hear them out – completely. Don’t interrupt!
2. Put in a softening statement before you answer:
“I complete understand how you feel.”
“Some of my best friends felt that way.”
“I completely understand how you feel, this is a big decision, and right now I’m sure it makes sense for you to think about this.”
Step Two: Question and Isolate the Objection B-4 Answering it.
As you can’t begin chasing and answering every objection they give you! First you must question and isolate the objection to make sure it’s the REAL objection.
Example: People will not join with me/ I don’t like to go to people…
“I understand __________, and let me ask you a question: will not people be interested to earn 1,30,000/- weekly, everybody will be, but only when they will understand it the way we made you understand.
“I understand __________, and let me ask you a question: are we not go to people for some or other need, everybody even all the big companies, actress, shopkeepers, etc are going to people and convincing them to buy their product and services. We too are convincing our friends, relatives, boss, etc every day.
Step Three: Answer the Objection (using a scripted response!)
No secret here that I’m recommending you use a scripted response once you understand what the objection is. Either use one of the scripts you already have, or write one. No matter what, though, USE A SCRIPT!
Step Four: Confirm Your Answer:
One of the biggest mistakes 80% of sales reps make when answering objections is they don’t confirm their answers – in other words, they just keep talking! And I mean talking past the close. The Top 20% understand the danger of talking past the close (like introducing new objections), and instead, after they have used their scripted response, they confirm their answer. Use any one of the following:
“Does that answer that for you?”
“Does that make sense?”
“Have I satisfied that for you?”
Step Five: Ask For the Deal!
This might sound obvious, but you’d be amazed by how many (like 80% or more) closers don’t ask for the deal. Scripts assure that you do! And after you do ask for the Payment.
Shut up and Listen!
That’s the whole technique. It may sound simple, like common sense, but 80 to 90% of people don’t do this – and so they struggle day and day with common objections. If you want to begin handling and easily overcoming objections, then begin using the 5-Step Method today and watch your sales begin to take off!
Arise N Shine 