Section 1: Overcoming Objections

Why is Overcoming Objections Important?

  • Nearly every prospect you speak with will have objections, or reasons they’re hesitant to sell.
  • Why are objections unavoidable? Because if the seller didn’t have reservations about your solution, value, relevance to their situation, or ability to execute, they would have already sold their facility. To be successful, Deal Leads must learn how to both discover and resolve these objections.

#1 Tool to Remember:

  • Always seek to clarify by answering a question with another question. Often what a prospect shares with you first, is not their true objection or pain point. This will help you efficiently narrow it down to the specific objection/concern they have and allow you to address it specifically.
  • It’s all about peeling back the layers and digging deeper.

Always lead with interest and empathy, giving your prospect full benefit of the doubt:

  • “Very interesting…”
  • “Hmm … this intrigues me…”
  • “Thank you very much for sharing…”
  • “As a leader in this business, I value your perspective…”
  • “I am curious…”
  • “This is great insight…”

The easiest way to overcome objections is simply to continue to ask questions.

Overcoming Objections Assessment

Consider this common objection: “I don’t deal with brokers.” In a brief video, utilize the tools mentioned to overcome this objection.

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  • Please keep your response under 5 minutes.
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