Eliminating Objections

Before Making Your Presentation
Most telephone sales reps wait to handle objections until prospects bring them up. That strategy – or lack of strategy – isn't nearly as effective as eliminating objections before making your presentation.

The Interview Process
Within the interview process there are five steps that lead to qualifying prospects and which draw out a prospect's objections, solving or eliminating them. This means that prospects can't bring them up later. You can make an agreement with the prospect that says, "I'm going to find out what you really want and need by interviewing you. If I can help you, I'll tell you, and if I can't, we'll end the conversation."

Some of the Ten Steps:

• Step Four - Explore the prospect's budget.
• Step Five - Eliminate, "I'll think it over."
• Step Six - Review agreements previously made
• Step Ten - Avoid cancellation with the "after-sale" reinforcement

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