Presenting w/ Confidence

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.

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