Overcoming objections
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- 2. Question …. Why dopeople raise objections? 5.1
- 3. "You don’t needclosing or objection handling techniques for someone who really wants to make a change." - Mich
- 4. “An objection isnot a rejection; it is simply a request for more information.” Bo Bennett
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- 7. Symptoms of Concerns Hesitation, delaymode Challenge through questioning Grunt and groan Argue Passive resistance, withdrawal 5.2 Comm Feelings
- 8. Causes of Concerns Incompleteor inefficient communication Emotional reaction to communication Rational reaction to communication Inadequate flexibility-old mindset NIN
- 9. The Process 1. ListenAttentively 2. Clarify the concern 3. Acknowledge & emphatise 4.Dissect / Isolate Eg. Is that the only concern ? 5.Overcome/ Address the Issue using a Communication Strtaegy 6.Seek Agreement that Concern is addressed 7.Close
- 10. 6 communication strategies Anticipatethe objections and dealt with it earlier. Refer to it Describe third-party experience Out weigh resistance with benefits The 6 Magic words Educate by analogy Add proof of performance Give reasons to act now 5.6 Exercise 5.8 Feel Felt Found “What this mean to you is….”
- 11. Common Objections Not enoughMoney Not enough time Yours is more expensive I have across something similar; I don’t think it work I need to talk to my wife about this I want to look around first I am not sure if this is what we want
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