In the mind of a prospect, it is often easier to make the decision not to act/buy/join, than the possibility of making the wrong decision. Therefore, our goal is to help the prospect justify why they are making the right decision.
By anticipating their objections and questions in advance, you are able to be the proverbial devil’s advocate. Here are some transitional phrases to help you bring up that inevitable objection or unspoken question.
“I bet you’re asking yourself . . .”
“You might be wondering . . .”
“If you’re concerned about . . .”
“A question I often hear at this point in a conversation is . . .”
By mentioning the objection before they bring it up, you’ll disarm the prospect and put them in a more receptive frame of mind.
-Jim
© 2009 salesobjection.com
Yes!! This is the easiest way to build rapport, relate to the prospect, and begin to build a foundation of trust.
Reminds me of the story of Ben Duffy...
Thanks for sharing.
Posted by: kevinmhuff | June 24, 2009 at 07:06 PM