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1. Listen

Listen clearly to the prospect before responding. Don’t react too quickly to objections and don’t cut them off before they have finished sharing their concerns or questions. Separate your emotions and don’t take anything personally, remember your job is to focus on solving the problem.

2. Understand

Ensure that you understand your prospects true objective. Repeat the prospects concerns as you understand it so that you know you are communicating and understanding correctly. Communicate with your prospects on a personal level. This shows that you value their concerns and helps build their trust. Skip the sales pitch and make spontaneous and persuasive conversations, keeping it accurate and to the point. These conversations should be relevant to the prospect’s objections and help build an understanding with them.

3. Respond

Once you are confident that you understand the prospects objections, do your best to resolve the query right away as this will give you a better chance of closing the deal. Remember to be clear and accurate with your response, if you are too long-winded or just winging-it, it can come across as insincere and can lower the chance of closing the deal.

4. Confirm

Once you have responded to the prospects objections, make sure they are happy and that all their concerns have been resolved. Don’t try and force a commitment and ask the prospect if they are happy to go ahead with the deal.

5. Don’t waste your time

Remember not all prospects will buy from you and if they are showing no interest, you should not handle it as an objection. If a prospect cannot afford the product or service or they are not the decision maker and have shown that they are not interested in calling the decision maker they are clearly not prospects and you are only wasting your time. Do not waste your time on trying to sell to these leads.

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