Qualifying Prospects With Questions
“Remove Objections With a Question:…The removal question efficiently ‘removes’ the issue at hand and asks the client her thoughts based on that scenario. Suppose a prospect says, “It’s really great, but it’s just not in our budget.” You reply:
“Fair enough, Brandi. Let me ask, if budget was not an issue, would you proceed with the proposal as outlined?”
If Brandi says yes, then you can negotiate or come up with terms or arrange financing because her objection is not a smokescreen but the real thing. If she says, “Well, ya, but I am also a little concerned about the maintenance program,” you’ve discovered that it’s not a budgetary issue or that budget is only part of a number of issues.
Suppose the client says, “Well, I have to go to the buying group on this one.” You say, “I understand. Steve, suppose there wasn’t a buying group, what would be your decision?” By removing the objection, you can determine if Steve’s on board or not. Either way, you are well on the way to handling the client’s issue. read full article
