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YourSalesSuccess, Issue #042 – Easily answer any objection
March 29, 2007
YourSalesSuccess e-Zine # 042 – Easily answer any objection you may get. - a monthly newsletter series on sales.
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"Whenever we look upon the earth, the opportunities take shape within the problems."
Nelson Rockefeller 1908-1939
Is it possible to easily answer any objection ?
Well that depends whether you think it is possible (i.e. your outcome expectancy) and what tactic / methods you use to answer the objection (i.e. your skill).
I am not going to try to change your beliefs here today but I will introduce a model for handling objections.
Now the Model for dealing with objections I am about to introduce to you is VERY powerful:
So, where did this all begin ?
Let me take you back almost thirty years.
There is a bright young student, an academic, a thinker.
What is Modelling you may ask ?
Our young student was being dragged here and there by this young professor; to places he may not normally have gone, investigating all sorts of interesting skills that exceptional performers possessed.
The young student noticed something really interesting about his brilliant
After a while the student also noticed that this professor was always able to win the debate or at least get others to see his point of view.
He though it amazing that his professor NEVER lost an argument.
Finally, without the knowledge of the professor the student began to model the debating skills of the professor. He began to meticulously plot the twists and turns in the counter arguments the professor used to convince people of his theories.
The student began to uncover patterns in the persuasion moves the professor was making.
After some time the student had come up with 14 ways in which the professor was able to play with the alternate beliefs put forward by the people he was debating with.
These 14 patterns became know originally as "Criteria Utilization
Later, due to their magical effects in changing peoples views they became know as, "Sleight of Mouth Patterns",
This phrase was based on the sleight of hands phrase that is often used to discuss magicians.
Would you like a demonstration of some of these patterns, ?
Yes ? Of course you would.
Let's say you say to me,
I might respond as follows:
" that's exactly why you need to hire me, so that you can make more sales and be able to afford anything you want." (Pattern # 2)
" if you always pass up future opportunities based on current circumstances you'll miss out on a lot of good stuff in your life." ( Pattern # 14)
"Often your biggest breakthroughs occur in those moments when it's time to stretch yourself, – stretch yourself beyond your current limitations." (Pattern # 10)
Now, I've left out a bit of information here.
I stress that these are not the only possible replies.
And once you know the patterns and how they fit together it will be much easier for you to use them in the future. So, if you have learned sleight of mouth replies to each of your major objections you won't be thrown into a tailspin if a prospect raises a new objection.
how much would you like to know more about these patterns for responding to objections ? Would you like to be able to confidently respond to any objection you could receive in a sales call ?
How much more effective would that make you ?
How much more confident would you be as you entered into each new sales conversation ?
If you want to know more just click on the link below to
sign up for a FREE 7 part eCourse on
Easily Responding to Any Objection.
Here's to YourSalesSuccess.
If you are interested in learning more about selling, please feel free to contact me via the
coaching page on my website
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My name is Greg Woodley. I have been a successful salesman for 23 years and would like to help other people achieve a successful sales life.
After retiring from full time work I decided to devote my time to helping other sales people achieve their desires.
So, I have been studying coaching and training techniques to ensure I can help you attain YourSalesSuccess.
If you want to discuss a coaching relationship please contact me via the
following link and we can arrange a
free complimentary session
or perhaps you would like to check out some of my thoughts at
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