How to Uncover the Hidden Objection

alexandru-zdrobau-84424-unsplashHas this ever happened to you?
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The prospect needs or wants your product or service.
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You’ve made a good presentation and s/he seems interested, but for some reason hasn’t placed the order.
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You think s/he wants to buy, but you sense a hesitation.
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It seems there is a hidden objection you are not aware of.
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This is frustrating because where do you go from here? And are you just wasting your time?
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Specific Questions You Can Ask
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To find out where you stand, ask specific questions to learn what the prospect is really feeling about your products and presentation.
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.I do have an online coaching and training course, but for now, here are the . . .
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 .. . . 4 Best Ways to Uncover & Handle the REAL or Hidden Objection
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1.) Check and see if you’re on the right track by asking an opinion-seeking question.
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The answer will tell you how the prospect feels about what you’ve said, and bring up any concerns s/he may have.
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DO ask:
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“In your opinion, do you feel the Laser Gold Service Program is a good idea for your company?”
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Don’t ask:
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        “Do you think the Laser Gold Service Program is a good idea. . .”
Reason:
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Asking what they “think” will get a logical response.  Not good.
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You can find out more information from an emotional response, which you will get by asking how they “feel” instead of what they think.
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2.)  You can ask:
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        “Are you getting the information you need to make a decision?”
How to Move Them Closer to a Decision
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3.) If you feel the prospect is close to a decision but you’re not quite sure, you can ask:
        “Do we need a purchase order number?”
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The answer to this question will either be “Yes,” or “No,” or “I’m not ready to order yet.”
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The first two answers will give you the sale and if you hear “I’m not ready to order yet,” you can ask:
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        “What questions can I answer for you?”
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4.) Another way to get feedback from the prospect and learn why s/he is hesitating to place the order is:
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        Use an open-ended question like: “How does that sound to you so far?”
IMPORTANT: Don’t say a word until you hear an answer.
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Want more ways to handle objections effectively and move the sale forward?
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After completing my e-Course, this is what Byl Beasley wrote:
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“I believe Ann’s e-Course has helped me tremendously in how I present material to the customers, how I frame my intended conversations, and how I respond to their objections.”
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Byl Beasley, Business Development Manager
Repro Products, Smyrna, Georgia
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- you are invited to . . .
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. . . take part in my next one-to-one private 4-week e-Course.
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This course includes 4 weeks of once-a-week private telephone sales training and coaching where I will work personally with you – plus 4 separate sales-building workbooks; one for each week.
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The course is limited to the first 10 people who register, so contact me today and I’ll get back to you as soon as possible.
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If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, I would love to work with you and help you achieve your goals.  Questions?  Send me a message and I’ll get back to you ASAP.
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Thanks for reading – here’s wishing you a happy and profitable day!
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Ann