Listening Skills
This technique involves repeating or paraphrasing the prospect’s concerns to ensure understanding.
What is Reflective Listening?
Asking this style of question helps uncover the specific details of the objection.
What is Probing for Specifics?
This action involves showing how your solution directly responds to the prospect’s concerns.
What is Addressing Concerns with Solutions?
This approach helps the prospect see the larger benefits of your solution beyond immediate concerns.
What is Broaden the Perspective?
Maintaining this demeanor helps to foster a positive and constructive interaction with the prospect.
What is Professionalism?
This approach requires letting the prospect speak fully before you respond.
What is Avoid Interrupting?
Identifying these helps you focus on the core issues of the objection.
What are Key Pain Points?
Offering these can provide alternative approaches that may better suit the prospect’s needs.
What are Alternative Solutions?
This technique involves presenting a negative aspect as a positive one to emphasize benefits.
What is Turning Negatives into Positives?
This approach involves demonstrating respect by addressing objections without taking them personally.
What is Avoiding Defensive Responses?
The goal of this method is to understand the true issue behind the objection.
What is Understanding the Root Cause?
This question checks whether your understanding of the prospect’s concern is correct.
What is Confirming Understanding?
This method involves tailoring your response to specifically fit the prospect’s objections.
What is Customizing Your Pitch?
By guiding the conversation towards strengths, you can shift the prospect's focus away from objections.
What is Shifting Focus?
This is important to project during discussions to positively influence the prospect's perception.
What is Confidence?
This action demonstrates respect and shows that you value the prospect’s perspective.
What is Actively Listening?
This approach helps you gain more information about the prospect's needs.
What is Asking Clarifying Questions?
Sharing success stories from other clients can help alleviate concerns and build trust.
What are proof points? (case studies acceptable)
This technique helps to highlight how your solution aligns with the prospect’s broader goals.
What is Positioning Benefits in a Larger Context?
Maintaining this ensures you respond to objections without becoming defensive or frustrated.
What is Staying Calm and Professional?
To confirm your grasp of the prospect’s concerns, you should use this technique.
What is Summarizing?
These questions are designed to dig deeper into the prospect’s initial objection.
What are Open-Ended Questions?
Demonstrating this can help illustrate the effectiveness of your solution.
What is Providing Evidence and Examples?
Reframing involves these actions to help prospects view their objections differently.
What are Reframing the Objection?
After addressing objections, you should do this to ensure mutual understanding and progress.
What is Follow Up Strategically?