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SIMPLE TECHNIQUE FOR ISOLATING OBJECTIONS

To isolate any objection quickly you can use this effective and
powerful sentence - “Aside from “that” is there anything else?”

Here’s how it works: You’re a water softener salesperson, I’m
your prospect. In the qualifying steps of the sales process you
have identified a few concerns that I’ve shared with you:

1. Cost

2. Financing

3. Company Credibility

Let’s review and address these individually.

You say: “Teri, you mentioned three areas of concern - cost,
financing, and company credibility. Aside from these 3 concerns,
is there anyting else?”

My response: “No.”

Your response: “Of these three, which is most important to you?”

My Response: “Financing.”

Your response: “When you say financing, could you be more
specific?”

My response: “I have recently emerged from bankruptcy and am
concerned about being approved.”

Your response: “Aside from bankruptcy, are there any other
financial issues?”

My response: “No.”

Your response: “OK, if financing is your primary concern and we
can work that out, would you move forward on completing the
application process today?”

My response: “No.”

Your response: “Is there a specific reason?”

My response: “Yes, I’m concerned about the total cost of the
unit.”

Your response: “When you say the total cost are you referring to
the total cost of the unit and interest - or are you referring
to the monthly investments?”

My response: “The monthly investments.”

Your response: “Let’s talk about what would be comfortable for
you on a monthly basis so that I’m in a better position to help
you move forward and not only receive the water softener but
begin the process of repairing your credit as well.”

My response: “OK.”

Your response: “The monthly payment will be determined by three
things: The down payment, if any, the term of the financing, and
the interest rate. Will you be putting any money down?

My response: “No.”

Your response: “What dollar amount between $100 and $200 per
month would you be comfortable with?”

My response: “$125.00 would be comfortable.”

Your response: “OK, if we’re in a position to finance you with
no money down and payments of $125.00 per month, would you move
forward with completing the application while we’re together
today.”

My response: “Yes.”

You’re probably wondering what happened to the company
credibility issue. It really wasn’t a concern at all, which was
readily identified when continuing to isolate the real objection
- MONEY.

Recap: The purpose of this simple, yet powerful sentence, is to
eliminate all objections prior to the “close.”