By now, you should feel like you can REALLY handle objections; either way-before they come up, or with feel, felt, found once an objection surfaces. But what happens if you keep getting objections from a prospect who really seems interested? How do you finally put a “lid” on the objections so you can go ahead and close the deal?
I have a very easy technique that allows you to stop the running flow of objections. It’s called “sealing off the objections” and it’s really easy to do.
First, ask a temperature question like “can you see why so many people are buying this from me” to tell you if your prospect truly is above the buy line.
Second, if you get an affirmative, then ask, “Well, if I could (answer the prospect’s most recent objection), can you think of any other reasons why you wouldn’t want to roll ahead with this today? (Let them tell you any other objections they can think of right then.
Usually, they won’t give you any additional objections, but they may take a few seconds or moments to think.) This, in essence, “sealed-off” the objections so that your prospect has agreed to stop objecting once his/her final objection(s) has been answered. Try it- it works!
Prospect: (after giving four objections in a row to which you used feel, felt, found convincingly,) “I also think it may be just a little to expensive for us.”
You: “Julie, it seems like you really like the XYZ product. Can you see why so many people are buying these from me?”
Julie: “Yes. I just think it may be a little too much for us.”
You: “Julie, if I could work out the price so that you’re happy, can you think of any other reasons you wouldn’t maybe want to move forward with the XYZ today?”
Julie: “No, I guess the price is it.”
You: “O.K…..” (proceed to handle the price objection and then close!)