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Closing a deal isn't about a slick line at the end of your presentation.\xa0 It's about understanding what your prospect is REALLY saying when they say things like "I need to think about it" or "I don't have the money."\xa0

First we need to figure out if we are dealing with a real objection or one that is just pure "venom."\xa0 If somebody is just objecting to be a pain in the butt, there isn't much you can do there other than to cut your losses.

But if they have a genuine question or concern, or even a "knee jerk" reaction, that's something you can work with.\xa0

So what's a knee jerk reaction?\xa0 This is an instinctual resistance to being persuaded.\xa0 Your prospect doesn't feel good about doing business with you so they throw out something that's common to say like "I don't have money" or "I need to talk to my spouse."\xa0 The best way to reply to knee jerk reactions is with questions.\xa0 The more questions you can ask the more you flush out the real objection and the reason they feel uncomfortable.\xa0

It's important to evaluate at least twice a year where your leads are coming from.\xa0 Are you talking to prospects that have the ability to buy your product?\xa0 Continually upgrade the quality of your leads (to the extent that you can).\xa0 Beyond that, focusing on questions and continually drilling down to the prospects core need will eliminate knee jerk reactions.\xa0 How do you know you've drilled down far enough?\xa0 When the prospect starts talking about their problem on an emotional level.\xa0 Now you know you're in the zone.\xa0

On this episode Kurt and Steve also discuss how to handle situations where you persuade somebody who then has to take your product infront of a committee or supervisor...without you being present.\xa0 Be sure to tune into the episode to hear more!