For example, as we create rapport, we reduce or eliminate objections related to the prospect's comfort level with us. As we determine needs, we reduce the likelihood of objections related to the recommendations we're making. As we establish value, we reduce the likelihood of pricing objections, and as we create desire, we reduce the chance of objections related to the client not wanting what we sell.

But Sometimes, There are Still
Stumbling Blocks that Need to be Addressed

At that point, our goal is to isolate any objections. Find out exactly what they are, so that we can immediately address them, get them out of the way, and help our prospect to take advantage of the solutions we provide.

Since entire books, sales courses and seminars are dedicated to the topic of overcoming objections, we can't expect to "master" this topic as a result of one blurb in an email newsletter.

However, here are a few questions that I have found extremely helpful in isolating objections to get to the prospect's real concerns:

Questions like this will often help to immediately isolate and identify potential objections. And once the objections have been isolated, they are much easier to handle.

Very often it is not the stated objections that hurt you, it is the unstated objections.

The Objections that Never Get Voiced are
the Ones that Can Really Kill a Deal

So we must be extremely thorough when it comes to asking these probing questions in order to isolate and overcome objections.

Next week, we'll tackle step six in this seven step process, and help you to turn more prospects into clients.

If you're just getting started, or generating less than $250,000 a year in annual gross sales click here.
If you're already established and generating $250,000 a year or more in annual gross sales click here.

We're here to help.

Sincerely,

David Blaise
Top Secrets of Promotional Products Sales