Deal with Objections Before They Become Mindsets

Deal with Objections Before They Become Mindsets

Most salespeople in any industry quickly become proficient at handling objections after the client or prospect brings them up. And that’s a good skill to have. But if you’re constantly dealing with the same objections at the end of your initial presentation, you’re already at a disadvantage – and very likely you’ve lost the chance to win the client.

If you’ve gone for the close and asked for the order, and the prospective client is still raising objections, the battle is on. It’s a signal that the prospect’s mental shields are up. In fact, you may not even be seriously in the fight anymore. This is the case when the objection the person is giving you is not the real objection.

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Three Types of Prospects Most Likely to Object and How to Win Them Over

Three Types of Prospects Most Likely to Object and How to Win Them Over

During your career, you will meet with prospects who are ready with a reason not to invest. It’s up to you to recognize what camp they fall into objection-wise, so you can counter with the right response. Make it your aim to deal with their objections before you give your presentation.

Here are three types of prospects – and objections – to look out for.

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Four Common Client Objections and How to Counter Them

Four Common Client Objections and How to Counter Them

There’s so much uncertainty surrounding investing that people postpone the decision. Clients and prospects can think of a multitude of reasons not to invest: Whether it’s tax time, retirement looks too far away or they want to buy a new car or kitchen.

However, when clients say they’ll ‘think it over’ it doesn’t mean they’ve found a good reason to delay investing; perhaps it means they don’t trust you enough yet, perhaps they don’t understand what you said or perhaps you simply  haven’t  convinced them to act. So how do you get them to do the right thing and start securing their financial futures?

Here are some common objections you’ll face – and how to answer them.

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