A sales trainer shares a quick technique for handling prospect objections by reframing the conversation to highlight benefits and address what's really bothering them.
So how do you respond if the prospect says now's not a really good time to sign up? Depending on your industry would depend on how you tweak this. You always repeat back the end result. So I might say, let's say if I'm selling solar, I'm not understanding it's not a good time to lock in your rate and lower your bill. I'm not going to say it's not a good time to sign up. I want them to focus on what signing up does for them. So if I sold for a car dealership. Hold on. I'm not understanding it's not a good time to get a newer car so you don't have to spend six grand on a new transmission. See, I'm repeating back to the end result they wanted. Now they'll always say, no, I don't mean that. And then you simply lean in and say what's really holding you back. Then with a concerned tone, and notice how they let their guard down and actually tell you the real concern. Well, I'm just concerned we don't have the money for it. Now you know what you're dealing with. It's a money objection. And now you know how to help them overcome the money objection or whatever the real objection is.
