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Tackling Behavioural Performance Problems

Gather the facts and then use the DEAL WITH IT formula...

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Weekly Tip Twenty Six

Handling Questions And Objections

Handling questions and objections effectively...


A question or an objection is often a “buying signal,”  So, help the process:


Acknowledge the importance of the issue / value of the question. 

“That’s an important issue, I’m glad you’ve raised it.”


Answer concisely.  Provide facts, recall personal experience, use third party sell (“others tell us that…….”)

NB  Avoid personal opinion.  It is not factual, merely subjective, and may provoke an argument with the questioner/objection raiser.


Stress the benefits of your situation.

“Others have benefited by/you will benefit by...”


Confirm that they are satisfied with the answer.

“Have I satisfied you on that point?”


The real issue in this sort of situation is ANTICIPATING before the presentation/meeting/encounter what questions and/or objections the other party is likely to raise and preparing the best answers to them.



For more insights check out our resource Key Consultative Selling Skills


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