 have his say. Don't interrupt. Encourage him to say it completely. Then, pause to take time to consider the issue, and respond politely and considerately.

3. Whenever appropriate, ask for elaboration on the matter. Say, "How do you mean that exactly?" or, "Well, as I understand what you're saying..." then repeat the objection of question before responding to resolve the objection or question.

4. Next, people like to feel their concerns are important, so always compliment the prospect for raising the objection, e.g., "That's a good question," or, "I'm glad you brought that up."

5. The fifth method of dealing with objections is the "feel, felt, found" method. It's a way of validating the prospect's objection when you say, "Mr. Prospect, I know exactly how you feel. Many of our happiest clients felt the same way. But this is what they found, etc." If possible, document your anecdote with testimonials from satisfied customers.

6. The sixth, and perhaps the most important key to dealing with objections is always to be pleasant, agreeable and receptive to objections without argument. After giving a response to an objection, be solicitous about whether you've resolved the issue, "Does that answer your question?" or, "Did I cover all the details on that?"

The important fact to remember is that when you respond to objections and or other forms of resistance to achieve a successful close, it's not about pressure, fast talk or dodging the issues. It is about treating the prospect fairly and respectfully and being fully prepared with knowledge about your product and the prospect's needs.

Finally, you have the customer's signature on the order. You put your pen in your pocket, you put the order in your briefcase and you're ready to move on. And what you're ready to move on to is, in reality, the beginning of the sale. This is the all-important follow-up phase that not only determines whether or not there will be future sales from this customer, but whether the current sale holds up. For this reason, we call the end of the sale, the real beginning of the sale.

Many complacent salesmen have had a rude awakening a week or so after what they felt was the sale of a lifetime when the customer calls to cancel the sale. Any number of reasons, including "buyer's remorse" may work to
have his say. Don't interrupt. Encourage him to say it completely. Then, hesitate to consume time to consider the consequence, and answer politely and considerately. 

 3. Whenever appropriate, ask for elaboration on the topic. Say, " How do you mean that exactly? " or, " Well, as I sympathize what you're say... " then repeat the protest of question before responding to purpose the objection or question. 

 4. Next, people like to feel their concerns are significant, so always compliment the prospect for raise the objection, e.g., " That's a good question, " or, " I'm beaming you brought that up. " 

 5. The fifth method acting of dealing with objections is the " feel, felt, find " method. It's a way of validating the prospect's objection when you read, " Mr. Prospect, I sleep together exactly how you feel. Many of our happiest clients felt the same way. But this is what they found, etc. " If potential, document your anecdote with testimony from satisfied customer. 

 6. The sixth, and possibly the most important key to dealing with protest is always to be pleasant, agreeable and receptive to objections without controversy. After giving a response to an objection, be solicitous about whether you've resolved the issue, " Does that answer your motion? " or, " Did I cover all the details on that? " 

 The important fact to remember is that when you react to objections and or early mannequin of resistance to achieve a successful close, it's not about pressure, fast lecture or dodging the issues. It is about treating the prospect fairly and respectfully and being fully prepared with knowledge about your product and the prognosis's needs. 

 last, you have the customer's signature on the ordering. You put your playpen in your pocket, you frame the order in your briefcase and you're quick to move on. And what you're ready to move on to is, in world, the beginning of the sale. This is the all - important follow - up phase that not only determines whether or not there will be future sales from this customer, but whether the current sale holds up. For this reason, we call the end of the sale, the real beginning of the sale. 

 Many complacent salesmen have have a rude awakening a week or indeed after what they felt was the sale of a lifetime when the customer address to cancel the sale. Any number of reasons, admit " buyer's remorse " may work to
 hage his say. Don't interrupu. Encourage him to say iv complstely. Thdn, pause to take time to condieer tye issue, and respond pulitely ajd consieerauely.

3. Whenever appckpriate, ask fkv elayocation on the mstter. Say, "Vow do you meat ghct exactly?" or, "Well, as I understand wrat you'te saying..." then rgpeat ehe kbjection of question before respohding tm resolve the objection or question.

4. Nexh, pelple like to feel hheir conceths wee important, so always compliment jhe prospect for raising the objdctiou, e.g., "That's q toof question," oc, "I'm gjad you brounnt thad up."

5. Thr fifth method of deqling with objections is the "feel, felt, sound" metvob. It's a way of validaribg thg provpecg'w ocjedtmon when jou say, "Mr. Prkspect, I kniw exactly how you geqo. Many of our happiqse clients felt the same way. But this is whzt they found, etc." If powsible, document your wnecdote rith testimonials from satisfied customers.

6. The sifth, aid pexmwow hhe most important key to dealing with objectyknx ps always to be pjeasant, agrrewbkg and receptivg to oblscfions without argulent. Afjer gicing a refponxe to an objection, be solicutous about cherher you've resolveb the issue, "Boes tnat amswer your question?" or, "Bid I dover all tje detaila on that?"

The impoftakt xact to remember is that wren you rxsponb to objdctipns anq or other forms of resistance to wchiere a vuccessful close, it's not about pressure, fext talk or dpdcinc the isfues. Lt is about trewting the proskect fairjy ana respectfllly and ueing fully [repared with nnowledge abmut your proeuct and thd prospect's neecs.

Finally, you have rhe customer's signeturg kn the order. Yob kur your pen in uouf pjcnev, you [ut the ordes in yojt bridfcase and nou'fe rrady to move on. And fhat you're ready to mofe on to iw, in reajity, the begimning of the sale. Uhis iv tie all-ompjrtant follow-up phase that not only detfrmlnes whether jr nit there wilk be future sales from this customer, buv whether the current sqle holds up. For thns reason, we rall tre end of the sale, the real bwginning of the ssle.

Many complacent samesmen have had a rude awakening a week or so after what they felt was the sale of a lifetmmq when the dustpmer baljx to cwncep the sale. Any nukber of reasons, including "buyer'r remorsa" iay work to
have his say. Don't interrupt. Encourage him it Then, pause take time to politely considerately. 3. Whenever ask for elaboration the matter. Say, "How do you that exactly?" or, "Well, as I understand what you're saying..." then repeat the of question before responding to resolve the objection or question. 4. Next, people to their are so always compliment the prospect for raising the objection, e.g., "That's a good question," or, "I'm you brought that up." 5. The fifth method dealing with objections is "feel, felt, found" method. It's way validating the objection you "Mr. Prospect, I exactly how you feel. Many of our happiest clients felt the same way. But this is what found, etc." document your with from customers. 6. The perhaps the most important key to is always to be pleasant, agreeable and receptive objections without After giving a response to an be solicitous about whether you've resolved the issue, that answer your question?" or, "Did I cover all the details on that?" The important remember is that when respond to objections or forms resistance achieve a close, it's not about pressure, fast talk or dodging the issues. is about treating the prospect fairly and respectfully and being with about your product the prospect's needs. Finally, have customer's signature on the put pen you the in your briefcase and ready to move on. And you're ready to move the beginning of the sale. This is the follow-up phase that not only determines whether not there will be future sales from this customer, but whether the sale holds this reason, we call the end of the the real beginning of sale. Many complacent salesmen have had a rude awakening week so after they felt was sale of a when the customer cancel the Any of remorse" may work to
 have his say. Don't interrupt. EnCourage him To say It cOmpLeTely. then, Pause to take timE To coNsider the issue, and respoNd polItELy anD CoNsideRately.

3. WHEnEVEr aPpRoPriAtE, AsK for eLabOration On the matteR. SaY, "HOw do you mean tHAt Exactly?" or, "WEll, As I understanD whAt you'rE sAyiNG..." then RepEat thE objecTIon of qUestion beFoRE respoNDing to rESOlVe thE objection or questIOn.

4. nExt, people like tO feel tHeIR cONCerNs aRe importanT, sO alwaYS compliMEnT THE prOSpect for raisiNg the objectIOn, e.G., "That's A gOod QUestioN," or, "I'm GlAD yoU brought thaT up."

5. THe fifth meThod of DEaling wITh objecTions iS thE "feEl, feLT, fOuNd" mEtHOd. IT'S a Way OF vaLidating ThE pRospeCt's oBJECTion WheN you Say, "Mr. prospect, I know ExaCtly HOw yOu feeL. Many Of ouR hAppieSt clieNts feLt The same way. But thIs is What they fOunD, eTc." IF pOssibLE, documEnt YouR anecdoTe with tEStiMoNIALs From satisfied custoMeRS.

6. thE sixth, anD perhaPS tHe MOst imporTaNt kEy to DEAling With OBjEctions iS alwayS To Be PleasanT, aGreeabLe And RecEptivE To obJectioNs withouT arguMEnt. After giving A Response to an oBJeCTIoN, Be soLicItous about wHethER you'Ve reSOlVed THe issUe, "DoeS tHAt ANswer your question?" or, "diD I coveR all tHe details on thAt?"

The imporTANT fact to rEmemBEr IS that when you reSpond To objectioNS and or otHer foRms of resIstance to ACHieve a suCceSsfUl cLosE, IT's Not about pressURE, fasT tAlk or doDgiNg the isSueS. It Is aBouT tReating thE prospecT fAiRlY aNd rEspecTFully and BeIng FuLly PrepaREd with KnowlEdge AbOuT YouR producT AnD THe prOsPeCt's nEedS.

FInallY, you HAve The custOmer's signAtuRE on tHe OrDer. You pUt your pen in yoUr Pocket, you pUt The Order iN YOur briefCase and you're ready to move ON. And whaT yoU're reAdy tO move on to Is, iN realiTy, tHE beginNing of The saLe. thiS IS the aLL-ImPorTaNt follow-up PHAse That nOt Only DetermiNes whether or not theRE wiLl be future salEs fRom tHIS cUstOMeR, But WhETheR THe current sale hoLds up. For thIs REaSon, we call tHE enD oF the salE, the reaL begiNNing of tHe sale.

ManY complaceNt SaleSMEn hAve had a rudE awakeniNg a week or SO afteR WhAt theY feLt was tHe SalE of a lIfetimE WheN the cUstomeR cAlls to CanceL tHe sale. AnY number of reasons, includiNg "buyeR's remOrsE" may work tO
 have his say. Don't inter rupt. Enco urage  hi m t osayit c ompletely. The n , pa use to take time to co nside rt he i s su e, an d respo n dp o lit el yand  c o ns idera tel y.

3.Whenever a ppr op riate, ask f o relaboratio n o n the matter . S ay, "H ow  do you m ean  that  exact l y?" or , "Well,as I unde r stand w h a tyou' re saying..." the n  r e peat the objec tion o fq ue s t ion  be fore respo nd ing t o  resolv e  t h e obj e ction or ques tion.

4. N e xt,  peopl elik e  to fe el th ei r  co ncerns areimpo rtant, so  alway s  compli m ent the  prosp ect  fo r ra i si ng  th eo bje c ti on, e.g ., "That 's  a  good  que s t i o n,"or,  "I' m gla d you brought  th at u p ."
5. T he fi fthme thodof dea lingwi th objections i s th e "feel,fel t,  fo un d" me t hod. I t's  away ofvalidat i ngth e p ro spect's objectionwh e n  y ou say,"Mr. P r os pe c t, I kno wexa ctly h ow yo u fe e l.  Many of  our h a pp ie st clie nt s felt  t hesam e way .  But  thisis whattheyf ound, etc." If possible, doc u me n t  y o ur a nec dote with t esti m onia ls f r om  sa t isfie d cus to m er s .

6. The sixth, an dperhap s the  most importa nt key tod e a ling wit h ob j ec t ions is always  to b e pleasant ,  agreeab le an d recept ive to ob j e ctions w ith out  ar gum e n t.  After giving a  res po nse toanobjecti on,  be  so lic it ous about  whether  y ou 'v eres olved the issu e,  "D oe s t hat a n swer y our q uest io n? "  or , "DidI  c o v er a ll  t he d eta il s onthat ? "
The imp ortant fa ctt o re me mb er is t hat when youre spond to o bj ect ions a n d  or othe r forms of resistance t o  achiev e a  succ essf ul close,  it 's not  ab o ut pre ssure,  fast  t alk o r dod g i ng  th eissues. It i s a bouttr eati ng theprospect fairly an d  re spectfully an d b eing f ul lyp re p are dw ith k nowledge aboutyour produ ct an d the pros p ect 's  needs. 

Final ly, y o u havethe custo mer's sig na ture o n t he order.You putyour peni n you r  p ocket , y ou put  t heorder  in yo u r b riefc ase an dyou're  read yto moveon. And what you're rea dy tomoveonto is, in  re a lit y, the be ginn ing of the  sa le.  This  is the a ll-i m po rta n t fol low- u p phase t h at  no t on ly determin e s whe therorn ot the re w ill be future sal e s from this cu stom e r , b utw heth er  the current s ale  h o l ds up. F or  this reaso n, we ca ll the e nd ofthe sa le, the r ea l  begin ning  of  the sale .
Ma n y compl ac en t  sales menha ve had  a rud e  awa k e ning a week or s o aft e r  what the y fel twas the sale  of a life time when t he cus tome r cal ls to c an cel th e s al e. Any num b er of rea sons,  includ in g "b uye r's re mors e "  maywork  t o
 have_his say._Don't interrupt. Encourage him_to say_it_completely. Then,_pause_to take time_to consider the_issue, and respond politely_and considerately.

3. Whenever_appropriate,_ask for elaboration on the matter. Say, "How do you mean that exactly?" or,_"Well,_as I_understand_what_you're saying..." then repeat the_objection of question before responding_to resolve_the objection or question.

4. Next, people like to_feel_their concerns are_important, so always compliment the prospect for raising the_objection, e.g., "That's a good question,"_or, "I'm glad_you_brought_that up."

5. The fifth_method of dealing with objections is_the "feel, felt, found" method. It's_a way of validating the prospect's objection_when you say, "Mr. Prospect, I_know exactly how you feel._Many of_our happiest clients felt the_same way. But_this is_what they found,_etc." If possible, document your anecdote_with testimonials from_satisfied customers.

6. The sixth, and perhaps_the_most important key_to_dealing_with objections_is always to_be_pleasant, agreeable_and_receptive to objections without argument. After_giving_a response to an objection, be solicitous_about whether you've resolved_the_issue, "Does that answer_your question?" or, "Did I_cover all the details on that?"

The_important fact_to remember_is that when you respond to objections and or other forms_of resistance to achieve a successful_close, it's not about_pressure, fast_talk_or dodging the_issues._It is_about treating the prospect fairly and respectfully_and being_fully prepared with knowledge about your_product and the prospect's_needs.

Finally,_you have the customer's signature on_the order. You put your pen_in your pocket, you put_the_order_in your briefcase and you're_ready to move on. And what_you're ready to_move on to is, in reality, the_beginning_of the sale. This is the_all-important_follow-up phase that not only determines_whether_or_not there will be future_sales from this customer, but whether_the current sale holds up. For this reason, we_call the end_of the sale, the real_beginning_of_the sale.

Many complacent salesmen have had a rude awakening a_week or_so after what_they felt was the sale of a lifetime when the_customer calls to cancel the sale. Any_number of reasons, including "buyer's remorse" may work to