Prospects who choose to take no action almost always have serious objections/concerns that prevent them from buying. If you are going to make the sale, you need to clarify the true objection and overcome it. Remember, we mentioned earlier that objections are a natural part of the buying process. You must expect them, then maintain your poise under pressure. Don't be defensive. You first want to draw your prospect out, so he or she will discuss the objection. When this happens, you want to listen. Really listen, so that you understand what is coming between you and the sale. Remember, you have a right to know exactly why your prospect objects to buying. At this point, your job is to manage the situation, so your prospect is able to discuss his or her objection.

There are several steps you can use to do this:

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