Qualified prospect Person who wants or needs the product Prospect Lead Advertising Coupon Toll-free Trade shows Professional meetings Conferences Lists and directories Cold canvassing in person Telephone canvassing Networking Referrals Center of influence
Postpone, when the objection will be addressed later in the presentation.
Agree and neutralize.
Accept the objection. Probe for the reasons behind it, and attempt to stimulate further discussion on the objection.
Denial. When an objection is clearly untrue, it is wise to meet it head on with a firm denial.
Ignore the objection when it is a stalling mechanism or is clearly not important to the prospect.
SC: Closing Knowing when the prospect is ready to buy More difficult in cross-cultural buyer-seller negotiations where societal customs and language play a large role PO/ Signing Used to commit the prospect quickly by making reference to the timeliness of the purchase Urgency close Asking the prospect to consider choices concerning delivery, warranty, or financing terms under the assumption that a sale has been finalized Assumptive close Asking the prospect to make a decision on some aspect of the purchase Trial close