Building a career About business The education business

Speaking Dealing with objections

2

a Salesperson 2 criticizes the competition. b Salesperson 3 gives in to pressure.

c Salesperson 1 overreacts and threatens the customer.
Use the ‘feel, felt, found’ formula to answer objections – conversation 2

2. 
   Redirect the objection to obtain more information – conversation 3
   
3. 
   Welcome objections and try to establish agreement – conversation 1
   

4

I understand how you feel. Like you, several customers felt that this was more than they wanted to spend. However, they soon found they were saving money.

So tell me, is the membership fee the only reason you’re not ready to sign up now? So, if I could postpone your first payment to next year, would you be ready to sign up today?

I know exactly what you mean. It’s a big decision to make, isn’t it?

I understand. We all want to get a product we can actually use, don’t we?

5

1. 
   Are you comfortable with that?
   
2. 
   Have I answered your question?
   
3. 
   Would that make sense?
   

5.