Ok guys here it is, eventually we will have a definitive guide to objections. I'd like you all to add an objection you have heard (or not, as you will see in my example) and write down your answer to it.
In my example I will tackle the dreaded silence!!
We all know how it goes, you almost finish your pitch, you wait for a reaction and then you dont get one. Or, all through the call, your prospect has been giving you one word answers.
What is the solution? Simple. Constantly ask "What are your thoughts?", "What do you think" etc.
If they then come out with "actually i think its a load of crap" you can go back to objection handling, probe, ask them why etc, but at least you are prompting a reaction from them and then just go from there! Don't worry about what they might say if you say "what are your thoughts?". After all, it's the only way you'll find out!!!
Continue please....
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