Your Travel Biz Source

Let’s cover some specific techniques:

• Feel, Felt, Found – I know how you feel, I felt the same way. But, with our company (or product), I found… (tell them how what you have is different). People connect with others that have similar experiences.

• What do you mean by that? – Sometimes the best way to handle an objection is with a question. This allows you to get a deeper understanding of what their thought process is and allows you to better address their concerns/objections.

• Maybe you can help me… – Most people like to help other people. You can take this one of two directions:
  
• First, you can ask if they could expound on what they are not interested in so you can better present this to the next person you talk with (basically asking their opinion). This could either result in opening the door with them or at least, tell you what others are interested in so you can make your presentation better.
  
• Second, you can tell them you are expanding your business and ask for a referral of someone in their area that might be interested in what you are doing. This is a great way to turn one referral into two or three (or more) other prospects.
  
• Or, do both.

• That is exactly why you need to take a look at this… - Whatever their objection, just say, “That’s exactly why you need to take a look at this.”
  
• Example: They say they have no time. You ask, “When is that going to change for you?” They say, “Probably never.” You say, “Wouldn’t you agree that, that is exactly why you need to take a look at this.” For things to change, you have to change.
  

These are a few of the techniques for handling objections. You may use one technique or several techniques on the same prospect.

Carol Clifton - Your Travel Biz

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