1. A pre-conditioned response: Today, more than ever, business owners are confronted with more choices than ever before. For them, it becomes easier to simply say no to “everything” than to pick and choose those opportunities of true value. With the prestige and creditability of the Chamber, use the assumptive and authorities approach to get beyond this reason for objections.
2. A test of the Representative: Are you worthy? Do you come across as confident, positive and enthusiastic? Are you strong in conviction? Remember, how they perceive you, is how they view the organization.
3. Misconceptions about the product or service: Seek out the prospects misconceptions and misunderstandings. Use communication skill such as feel, felt, found to modify their views.
4. Benefit given prematurely: Never assume anything at any time. Only after skillful questioning can we determine what benefit most applies.
© 2009 Successco
Share this post