Setting Objectives

with the client's agreement you can now move toward meeting the objective and edge closer to closing the deal.

When you re frame the concern as a need, make sure it is a need that you are able to address. For example, don't say something like "It seems like you need to get a lower price" if you can't move on price. Instead, try "As I understand it, you need to see more clearly the cost/value equation here."

After you have re framed the objection confirm with the customer that they agree with your interpretation. You have now converted their objection into a new objective--with the client's agreement you can now move toward meeting the objective and edge closer to closing the deal.

ACTION POINT: Turn objections into objectives you can address.