Common Objections Flashcards
What is the first response to the objection ‘I have to think about it’?
Acknowledge: ‘I totally understand. You have to make sure it makes sense.’
How can you clarify the objection ‘I have to think about it’?
Question / Clarify: ‘When you say think about it - how long do you think you’ll need?’
What is the second acknowledgment in response to the objection?
Acknowledge: ‘Yeah for sure’
How can you build value in response to the objection?
Build Value: ‘Do you think that if you would have acted on this problem [Insert time they respond with here] ago, that it wouldn’t be as bad as it is right now?’
What is the ‘Ace’ response to the objection?
Ace: ‘I’ll tell you what - lets not repeat the past again. Let me get someone out there tomorrow & if you are willing to take the last spot on the schedule I’ll knock another [insert price here] off the initial or monthly service.’
What is the closing question to finalize the conversation?
Close: ‘Does that sound fair?’
