Recap, Refocus, Reinforce
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When you finally get the true objection - isolate it! Other than ________, do you have any other concerns? If there are multiple objections, list them out.
Lean into this conversation. If you get the real objections, that's huge! Take your time during this moment, as the buyer has just revealed their sincere concern. Ask additional questions if necessary to make sure you fully understand the objection. This also reassures the buyer that you're listening to them, and that you fully understand their concern.
Now, go back to your discovery. Recap your initial conversation that was related to the current objection. Refocus on what was important to the buyer, and how the solution being offered supports all the Five Pillars. Then reinforce, from your previous discovery conversation, the Pillar that's weak - the one that's at the root of their objection.
Ask for the business again, then take the pressure off.
Reflection and Discussion:
Is it possible to close a deal without an understanding of the buyer, and a meaningful setup that addresses all Five Pillars of their decision?
How is this approach different than you've previously known to "closing techniques?"
Is there anything about this approach that feels manipulative, or like you're pressuring, or just a little "off?"
Knowing that you have solid techniques for closing constructively, does that make you feel more confident in you skills, and the professional service you provide?
When you finally get the true objection - isolate it! Other than ________, do you have any other concerns? If there are multiple objections, list them out.
Lean into this conversation. If you get the real objections, that's huge! Take your time during this moment, as the buyer has just revealed their sincere concern. Ask additional questions if necessary to make sure you fully understand the objection. This also reassures the buyer that you're listening to them, and that you fully understand their concern.
Now, go back to your discovery. Recap your initial conversation that was related to the current objection. Refocus on what was important to the buyer, and how the solution being offered supports all the Five Pillars. Then reinforce, from your previous discovery conversation, the Pillar that's weak - the one that's at the root of their objection.
Ask for the business again, then take the pressure off.
Reflection and Discussion:
Is it possible to close a deal without an understanding of the buyer, and a meaningful setup that addresses all Five Pillars of their decision?
How is this approach different than you've previously known to "closing techniques?"
Is there anything about this approach that feels manipulative, or like you're pressuring, or just a little "off?"
Knowing that you have solid techniques for closing constructively, does that make you feel more confident in you skills, and the professional service you provide?