A Little More on Objections

After trying the Break Method (which I explained in the last few posts), if the prospect brings in another objection, even after you thought that you had reached the final hurdle, then both objections must be recognized and put in the proper sequence of importance and answered by using closes that will address the objections. Many times, the objection that is said to be of most importance by the

prospect is the only objection necessary to answer.

When the objection is answered, get the prospect to agree that the objection has been answered by using a closing question such as:

“How would you want this registered?”

or

“What address will you be using?”