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Published: Feb. 8, 2020, 8:07 p.m.

On this Episode of Turbo Charged MD we will discuss how to overcome objections. Topics include:

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Overcoming Objections

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1: Listen Fully to the Objection

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\xb7 Resist temptation to jump right in and respond immediately.

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\xb7 Reacting too quickly = you risk making assumptions about the objection.

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\xb7 Take the time to listen to the objection fully.

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\xb7 Train yourself to ignore negative emotions.

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\xb7 Listen to fully understand the buyer's concerns without bias or anticipation.

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\xb7 Allow body language and verbal confirmations to communicate intent listening.

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2. Understand the Objection Completely

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\xb7 Many objections hide underlying issues the buyer can't or isn't ready to articulate.

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\xb7 Often the true issue isn't what the buyer first tells you.

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\xb7 Your job is to get to the heart of the objection.

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\xb7 Ask permission from the buyer to understand and explore the issue.

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\xb7 Restate the concern as you understand it.

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3. Respond Properly

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\xb7 After you've uncovered all objections, address the most important objection first.

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\xb7 Once you work through the greatest barrier, other concerns may no longer matter.

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\xb7 Do your best to resolve their issue right away increases chance of moving sale forward.

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\xb7 If you need more information to resolve concern, you may have to look something up don't

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wing it.

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4. Confirm You've Satisfied the Objection

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\xb7 Check if you've satisfied all their concerns (just because they nodded doesn't mean they agree).

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\xb7 Ask if the buyer is happy with your solution.

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\xb7 Some objections require a process to overcome, not just a quick answer.

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\xb7 If the client isn't ready, don't try to force a commitment.

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\xb7 Do not accept a lukewarm "yes" for an answer.

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\xb7 Don't lose sight of your goal. Use steps above (Listen, Understand, Respond and Confirm).

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\xb7 This is a hot topic. This is their major pain point. If a prospect tells you that their challenge is having a major influence on their current situation and will affect their future, use your practice solutions as a remedy to get them back to optimal wellness and a much healthier relationship.

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