Read my article on the Restate or Agree and Probe technique. This technique taught was useful to reconfirm that you clearly understood the objection and then you probed to narrow down the objection and to ensure there is nothing else standing in the way. Once this was accomplished, you learned how to overcome the objection with more features and benefits.
Another method used to overcome objections is the Keep Selling technique. This technique is ideally used when you have previously received a “yes” response in your presentation. You can refer to your prospect’s “yes” response when you use the Get Reaction in Step 8 of your presentation. (To learn more about the 12 Steps to Successful Telemarketing and Sales, please refer to the 12 Steps in previous articles).
Using the Keep Selling technique keeps your prospect accountable to what they agreed on earlier in your presentation such as,“How valuable would this be to you?” You need to remind them of their positive reaction. Below is a format to follow. Just fill in the blanks to fit the prospect’s response.
“I understand, Mr./s. Prospect. We talked about many benefits. You liked the fact that __, and the idea that we can give you __. One of the areas we haven’t talked much about is __. Mr./s. Prospect, how important is that to you? (or) How valuable is this to your company?”
This technique gives you an opportunity to do additional selling; however there is some flexibility when using it. If you don’t want to go into something else you can sell them on and you prefer to see what else maybe standing in the way of their agreement, then you can change this format slightly by saying:
“I understand, Mr./s. Prospect. We talked about many benefits. You liked the fact that __, and the idea that we can give you __. What other concerns do you have in allowing me the opportunity to validate this further?” This will encourage the real issue to surface so you can deal with it using a different objection technique to overcome their objection.
Next learn how to overcome resistance when you get a negative response in your Get Reaction Step. It’s similar to the Keep Selling technique but designed to isolate and overcome your prospect’s real issues when they do not react positively after your selling step.