Simple Technique for Isolating Objections

SIMPLE TECHNIQUE FOR ISOLATING OBJECTIONS To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?" Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you: 1. Cost 2. Financing 3. Company Credibility Let's review and address these individually. You say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anyting else?" My response: "No." Your response: "Of these three, which is most important to you?" My Response: "Financing." Your response: "When you say financing, could you be more specific?" My response: "I have recently emerged from bankruptcy and am concerned about being approved." Your response: "Aside from bankruptcy, are there any other financial issues?" My response: "No." Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?" My response: "No." Your response: "Is there a specific reason?" My response: "Yes, I'm concerned about the total cost of the unit." Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?" My response: "The monthly investments." Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well." My response: "OK." Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down? My response: "No." Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?" My response: "$125.00 would be comfortable." Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today." My response: "Yes." You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, which was readily identified when continuing to isolate the real objection - MONEY. Recap: The purpose of this simple, yet powerful sentence, is to eliminate all objections prior to the "close."