Hesitation? Tell me more!

• An objection or hesitation to purchase is not a rejection of you, it is simply a concern your prospect has.  

• While it is ideal to educate, build buying excitement and display value all through the demo which can result in preventing an objection from ever coming up, sometimes they happen.  It is a normal pattern of behavior in our western society purchasing.

• If you do encounter an objection, just look at it as a concern

• Try to understand the prospect's point of view and put yourself in their shoes  as they d as they determine if what you're offering is the promise of a better future.  

• Understand that before we can deliver that better future for them, they must make a commitment

• Tis is NOT the time to get impatient and rush them, or start arguing back with facts or scripts that you know so well from doing this process dozens of times.  Don't try to overcome it at first with facts and logic  to prove and support why our solution works.  Even using the "Feel,felt,found" technique won't work if it's too early or not genuine

• When the prospect brings up an objection or hesitation, that is the perfect time to listen to and validate what they are saying and feeling, and even ask them to expand on why they reel that way

• As you do, you'll notice they begin to completely open up to you, and look to you as an expert, as a trusted authority, not someone trying just to sell them something.

• Ifyou have done a great job asking the right questions and listening through the Intake, 

• then most if not all of their objections will fade away and not surface during the recap

• the key is to ask the right questions along the way so that Prospects overcome their OWN concerns and persuade themselves that they want to buy, instead of us feeling like we are chasing them.

• Understand that even with a perfect dialogue, potential customer may still have some concerns - just discuss them together.  Do NOT ignore body language or when you notice them holding back from saying something that's on their mind (they may be not saying what they really thing to avoid hurting your feelings or being rude, but let them know it's ok to tell you what they're really thinking). 

• Pay attention to signs that they may be coming up against an objections in their mind.  

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Start by learning more about what's on their mind and making sure they know they have been heard by asking Clarifying questions like:

"When you say... (repeat back what they said), what do you mean by that?

"When you say... (repeat back what they said), HOW do you mean by that?

I'm curious why you feel this way?

How did you arrive at thinking that way?

Can I ask where you got that information from?

How did you arrive at that?

Can you tell me more about that?

Why do you feel that way?

Can you tell me what you mean by that exactly?

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"When you say... (repeat back what they said), what's behind that?... just so I understand

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Example : when you say it's too expensive, how do you mean? (curious tone)

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Once we get them to open up and tell you what is really on their mind (really price should be the only objection we ever hear because of how unique and good our product is), then we can have an open discussion and really be their trusted advisor to figure out how to help them get the help they need.

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We do not want to go immediately back into presentation mode and explain all the reasons that Stretch Zone is amazing and the benefits associated with it, and proving why the customer iw wrong to not buy... really take time to sit with the prospect in their concerns and talk through them.  Be conversational and work through their concerns,  when we HELP PEOPLE the business thrives, so we just need to get really good at helping people get the solution they need.

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Just be a caring human and help them arrive at our solution on their own.  Ask they how they see themselves resolving the pain or tightness they have.    You can start with phrases like;

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Suppose you could...

What if we could...

What if you could...

If there was a way you could (get relief from this back pain)... would that help you?

 then follow up with  "why do you feel it would though?"

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Tell me, if you did (have the money, the time or the spouse approval you say that you need), is this something you think would work for you?  .... why though? (let them tell you why this works best for them!)

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