Break Method for Objections

The break method is used to process an objection. An objection is a reason for not committing that arises in a prospect’s mind, and it’s brought there by the lack of information and understanding. Information and understanding is the responsibility of the salesperson to supply the prospect and persuade the prospect to feel, think and act in a predetermined manner.

Facts, advantages, and related benefits normally are necessary to remove objections. Solutions are also necessary to the prospect’s problems and should be exposed and explained by the salesperson. Break method word tracts may be used or may be modified to the salesperson’s own personal desire and comfort level. Consider the following suggested word tracts:

B-Bypass- Bypass the objection with the use of an appropriate term or phrase such as: Why sure, Very Well, I understand, certainly, of course, I appreciate how you feel, OK, or you may include some other bypass terms or phrases of your own that would be more appropriate for the situation. Bypass the objection once, twice or maybe three times, if possible, to verify that the objection is valid. If by using one or more bypass terms or phrases, the objection never returns, you most likely had an invalid objection. If the objection still remains after attempting to bypass it, you’ll need to process the objection on through the break method and you probably have a valid objection.

I'll post the R tomorrow.