Yes learn to love ?rewalls that sabotage your sales. Prospects will always have ?rewalls and objections. This is the natural order. It’s as certain as night follows day and that’s why you should love them. They are guaranteed.

If they’se guaranteed to arise, then you can plan for them better and overcome them more easily. I stress more easily because there is simply no fool proof 100% system for overcoming ?rewalls in sales.

Over the years weWe hired literally hundreds of salespeople. WeWe coached hundreds more. And their two weakest areas are in building

YouWe done a superb job with your marketing materials and your websites. And on the phone call building rapport so far. Now we need to concentrate on the guaranteed show stoppers. I say guarantee because they’se guaranteed to come up. I say show stoppers because for far too many sales people they view them as show stoppers.

They are anything but. And you need to get this out of your mind.

All ?rewalls can be dealt with professionally and with ease. Providing you have excellent preparation. Most don’t and therefore revert to sheer panic as a strategy. You won? .

Using ourPRESENTmodel we will focus on the ELIMINATE NO stage which is handing objections.

If you want to be able to handle objections like the best, then you have to practice like the best. Quite simply there are only really 4 to 6 main objections. The rest are normally versions of the same four, price, time, need, relationship.

Here are 3 Questions You Must Be Able To Answer at any time.

If you want to be a great objection handler then you must be able to answer these 3 simple questions.

Warning a failure to be clear and concise in your answers will lead to no deal..

What a great question. And relevant. And essential for you to answer clearly.

Write this down and spend some time thinking about your answer with as much clarity as possible.

Can you save your prospect money?

Can you make your prospect more competitive?

Can you make your prospect more compliant?

Can you eliminate costs for your prospect?

Can you help your prospect grow their sales more pro?tably?

Can you make your prospect’s business more efficient?

Can you make your prospect more money?

The real question is can you gain your prospect’s immediate attention by making them want to listen further.

We all have on average 80,000 thoughts a day. Wow!. And guess what, the majority of them are about ourselves. This is reality. Your prospects care about one thing, and one thing only themselves. You need to be able to address this key question. If there is nothing in it for them. There is nothing in it for you. Guaranteed.

So write down now how they will bene?t. How you will enrich their lives in some way. How you will improve their lives in some way.

See the world from their perspective. Why would I buy anything that doesn? bene?t me in some way.

You better know your So What.

Don? take these questions literally. I rarely hear this question in as direct a manner. But it is always wise to prepare for this type of question. And it’s a reasonable question.

So you say you can improve my business, so what? Why should I care?

That’s what your prospect will be thinking, if not saying.

So write down now the reasons why it’s important that they listen. That it’s important that they give you their undivided attention. And that you have something that can really impact them and their business.

Now let’s get speci?c on the types of objections you?l have to handle, and how we can overcome these.