DEALING WITH OBJECTIONS
PART 4
DEAL WITH IT!
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Okay, we screwed up – maybe – and it’s now time to “deal with it!”
First, take a step back just to make certain of what happened and to confirm that we’re at fault. Begin with…
· “What happened?”
And, you did it – or at least someone in our company did. Immediately say – “I’m sorry.” Because it’s true and it’s right. Then:
· Explain why it happened.
· Ask – “What needs to be done to make things right?”
After clearly understanding what needs to be done, we “deal with it” by introducing a solution:
· “This is what we can do and this is how it remedies the situation.”
Be sure to use a Chaser:
· “How’s that sound?”
It is extremely important that while “dealing with it” and providing a solution that we determine whether there are opportunities to continue doing business (by using the “perfect world” technique) in the future.
· “When this is behind us, and if you’re completely satisfied with the result, what is the likelihood that we can continue working together?”
To conclude the discussion of dealing with objections, remember that we have options:
· Ignore it!
· Remove it!
· Perfect world it!
· Deal with it!
Use these methods to remedy problems and to create the strongest possible relationships with our clients.
What do you think?
Good Selling!
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