March 2nd 2008
Handling Networking Objections
There are four main steps to handling objections:
Step 1 When you receive an objection, listen carefully and sincerely to what is being said. Show a genuine interest in what is being said. Maintain eye contact. Don’t interrupt. It is much better that the prospect verbalises the objection completely than to stifle it. If a customer says: ‘I’d like to think it over’ and you don’t probe, you’ve lost a customer. Ask: ‘Mrs Smith, you wouldn’t want to think it over unless you had something that is bothering you. What seems to be the problem?’ Merely sharing the anxiety that leads to the raising of the objection helps lessen it.
Step 2 Make sure you fully understand the objection by repeating it back to the prospect in question form: ‘May I just check this? You feel because our company is new on the market it might be preferable to join a more established company?’ Continue Reading »
