DEALING WITH OBJECTIONS
PART 2
REMOVE IT!
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Welcome back to the world of dealing with objections.
The last Morsel dealt with the “Ignore.” Another technique enables us to “remove” or “take-away” the objection.
You go to the theater for that show you’ve been wanting to see for months. But, traffic is brutal, the seats are incredibly uncomfortable, the air conditioning isn’t working and you have trouble hearing the actors. But, besides all that, you loved the show!
The key here is the use of the word “besides.” It is incredibly powerful and can make the world of dealing with objections seem like a beautiful place.
Remember, though, this technique doesn’t resolve the problem. It provides “short-term relief” for us while we try to figure out how much trouble we’re in while searching for a possible solution.
How much sense does that make?
Good Selling!
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