The E in Break Method
And now for the E in the Break Method:
E-Expand- Have the prospect expand the objection by asking the following:
“Obviously, Mr. Prospect, you have a reason for feeling that way, do you mind if I ask what it is?” You may use other terms in the place of feeling. You could use saying, thinking, or maybe another term or terms that you feel would be more appropriate. The important thing is to get the prospect to expand his thoughts about the objection so you can get more of his understanding in an effort to use the information to answer his/her objection.
E-Expand- Have the prospect expand the objection by asking the following:
“Obviously, Mr. Prospect, you have a reason for feeling that way, do you mind if I ask what it is?” You may use other terms in the place of feeling. You could use saying, thinking, or maybe another term or terms that you feel would be more appropriate. The important thing is to get the prospect to expand his thoughts about the objection so you can get more of his understanding in an effort to use the information to answer his/her objection.
