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How To Deal With Rejections And Objections - Success Resources Richard Tan
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How To Deal With Rejections And Objections - Success Resources Richard Tan

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Here are some practical tools to help you deal with rejection and objections.

Here are some practical tools to help you deal with rejection and objections.


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  • 1. HOW TO DEAL WITH REJECTIONS AND OBJECTIONS? Practical Tools To Help You Deal With Rejection And Objections.
  • 2. 1. Root of the Problem The objection that a prospect gives you is not the problem. It is your emotional response to the objection that is the problem.
  • 3. 1. Root of the Problem Once you are able to remain emotion-LESS in the face of the hardest critique, your brilliant mind will be able to handle those situations with ease.
  • 4. 1. Root of the Problem The problem is that rejection stimulates our most primal fears as human beings and causes deep emotional and mental disturbance.
  • 5. 1. Root of the Problem Classic rules of communication say that when you are in a heightened negative emotional state, your intelligence is low.
  • 6. 2. Managing Emotions The skill of being cool and calm under fire is extremely easy to learn and rarely taught. It starts by erasing your own emotional responses through repetition.
  • 7. 2. Managing Emotions In the case of upset clients or prospects, you must learn how to identify the emotion behind their words. Once you do that, their objection begins to subside.
  • 8. 3. Turning Objections Around Know also that behind every objection lies a benefit.
  • 9. 3. Turning Objections Around For example: The objection might be, “The kitchen in this house is too small!” but the benefit is, “We made the kitchen smaller in order to give more room to the living and entertainment area.”
  • 10. 4. Wave Your “Magic Wand” Another technique that has worked wonders for me is the “magic wand” approach.
  • 11. 4. Wave Your “Magic Wand” When first interviewing a new prospect or when you receive too many objections, ask this question: “If I were to wave a magic wand in this case, what is it you would want or what is it that would work best?”
  • 12. 4. Wave Your “Magic Wand” This basic query repeatedly creates new avenues of possibilities and opportunity.
  • 13. Don’t take it personally. When a prospect says “No” all he is saying is that he is not interested in your product at this time or that he doesn’t understand something.
  • 14. It is not a reflection on you. Remember, tell your inner voice to “STOP!” and turn it around by isolating the incident. Say something like, “Obviously, I had a tough time with this call, but I still have great relationships. This doesn’t happen all the time.”
  • 15. Success Resources Pte Ltd Main Office: 10/11 Pahang Street, Singapore 198611 Toll Free: 1800 7822 377 Direct: +65 6299 4677 Fax: +65 6295 2441 Email: info.sg@srpl.net Website: http://www.srpl.net