Presenting w/ Confidence

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One Response to Presenting w/ Confidence

  1. Roger Knecht says:
    February 27, 2014 at 4:20 pm

    5-Step Process in Overcoming Objections
    As you present your services you will encounter objections. You shouldn’t give up simply because your potential client has a concern; it’s important that you work with that individual to discover the real objection and then overcome it. The following five-step process will help:

    1. Find the real objection
    a. Do not create objections

    2. Validate the customer’s objection:
    a. Acknowledge their objective by paraphrasing it (this also ensures that you’ve understood them correctly)
    b. Agree with the customer – Use Transitional Phrases

    3. Isolate the objection.

    4. Overcome the objection (use solution/rebuttal).

    5. Close the sale.