Begin by building a strong rapport and using test closes to eliminate challenges in advance, you’ll avoid major difficulties. There are five types of objections: • The Groundless Objection is where there is no basis for an objection, but the prospect is looking for a way to avoid making a decision. • The Unfounded Objection is slightly different in that you’ll notice the prospect talking a lot without having much to say that is valid. • The Excuse Objection is the most common of all. There’s not enough time, not enough money or someone else is in charge of making the decision and they have no power to make the decision on their own. • The Sharp Buyer Objection is typically a good buying signal. You can ask more questions and eliminate their Objections. • And the Sincere Objection is a true block of the sale not going any further. It is possible they have no budget, or it isn’t the right time or a suitable product or service for them. Typically you will you get to the Agreement and not be aware of this.
Rapport
Begin by building a strong rapport and using test closes to eliminate challenges in advance, you’ll avoid major difficulties. There are five types of objections:
• The Groundless Objection is where there is no basis for an objection, but the prospect is looking for a way to avoid making a decision.
• The Unfounded Objection is slightly different in that you’ll notice the prospect talking a lot without having much to say that is valid.
• The Excuse Objection is the most common of all. There’s not enough time, not enough money or someone else is in charge of making the decision and they have no power to make the decision on their own.
• The Sharp Buyer Objection is typically a good buying signal. You can ask more questions and eliminate their Objections.
• And the Sincere Objection is a true block of the sale not going any further. It is possible they have no budget, or it isn’t the right time or a suitable product or service for them. Typically you will you get to the Agreement and not be aware of this.