Can You Turn Around Every Objection?

These examples show that it pays to be prepared for objections. And let me show you one more way to prepare for objections. This is the great secret to objection handling that I referred to in the beginning of this chapter. Please refer to Figure 9-20.

Figure 9-20. Objection handling summary.
Price:Competition:

  • Objection

    ✓ “Your price is too high”

  • Responses

    ✓ Value

    ✓ Total Costs

  • Objection

    ✓ “We’re happy w/current provider”

    ✓ “We handle the need for your product/service internally’

  • Responses

    ✓ Supplement

    ✓ Complement

Will It Work?Not Now:

  • Objections

    ✓ “Just give me a reference acct.”

    ✓ “Used your company in past ...”

  • Response

    ✓ Use relevant customer references

  • Objections

    ✓ “No need, interest, no budget”

    ✓ “Send something in ...

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