A sales coach shares a method for handling objections: acknowledge the concern, ask what they're considering, find the deal-breaker, then ask what would make them say yes. The technique keeps prospects talking and moves conversations toward a close.
This is just the ultra mega hack. If you don't know how to answer the question, you can always ask more questions about their question. I need to think about it. You say, totally understand. What are the main things you're considering? What would make this a no? And one of my favorite questions, by the way, well then what would it take for you to say yes? I don't have time. Timing is off right now for me. Great. Totally understand. Timing is kind of tough for you right now. I think it's smart that you're already thinking about implementation. Our biggest success stories are actually people who think through the process the same way you are right now. So what would make it a good time? As you work through this, they take a step back. You say, I feel you, I totally understand. Now they're back to neutral, and then you associate with the thing that's closer to the sale, and then you move the conversation forward with the ask.
