Anticipate Every Objection — Then Develop a Systematic Way to Deal with Each of Them!

The best way to escape from a problem is to solve it. — Brendan Francis

Many objections can be dealt with in the sales presentation by bringing them up and solving them before the prospect does. This neutralizes the objection before it is even voiced. Objections that can’t be dealt with during the presentation should have been anticipated and a perfect answer scripted out as the response. In a good sales system, there can only be one perfect answer to any objection.

The answer to each objection should be carefully crafted to be the best answer possible, then learned and used exactly as scripted by everyone on staff. This is the type of approach used by Disney, Ritz Carlton, and the world’s best companies for a simple reason: It works!

This may sound very rigid, but if you think about it, it’s true at least 95% of the time. Sure, intuition and experience can come into play 5% of the time, but 95% of the time a well-orchestrated approach will produce better results. That’s why movies have scripts. That’s why comedians have scripts and practice them so they don’t sound like scripts — 95% of the jokes you ever heard delivered, from Johnny Carson to Jim Carrey, were scripted, rehearsed, practiced, and timed to be delivered to appear that they were told…