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The Upside of Inoculations 

We all had them as children -- those painful shots that prevented all sorts of nasty diseases. Now that we're grown ups, we know why we needed them, but when we were little kids, it didn't make any difference because the only thing we understood was that they hurt and left us sort.

I'm going to tell you about a much less painful inoculation (in fact, an inoculation that is not painful at all). This inoculation has nothing to do with disease prevention. This inoculation could result in skyrocketing sales (see, I told you it wasn't painful). This inoculation protects you from sales objections.

First thing's first. . . come up with a list of your top three objections. "It's too expensive", "I have to talk it over with my partner/husband/wife/children", "I can find a better deal on the internet", et cetera. These objections are generic and just for purpose of example, so think on this a bit and come up with your top three. What is it about your presentation that is causing you to continually get the same objections over and over? Some of my students tell me they go through patches of time when one objection will repeat itself with each new prospect and then just as suddenly as it started, it will stop. I suggest that it is absolutely something that you are doing to attract this same objection, whether it be something in the tone of your voice or a specific phrase that you have been repeating, and most probably, it's a result of some pattern you've created in your own mind that attracts the same response.

So today is your lucky day because you have the opportunity to understand how to stop objections before they're even brought up. Eliciting criteria is the most important aspect in the process as you must have your prospect's values foremost in your mind for this strategy to work.

Now, say you keep getting the objection, 'I'm not sure if I really need your services' over and over. If you know that is a common objection for you to get, you should be the first to bring up the objection and do it right at the beginning of your presentation before it's even formed in their mind.

'Look, one of the things I hear on occasion is people telling me, I'm not sure if I need your services. And let me tell you what I've said to them. . . '

In doing this, you have prevented their objection from being set in stone. This is the difference between a molehill and a mountain.

You may also find yourself saving a lot of time because if there is an objection that's so big, you can't overcome it and this objection is going to break the deal, then might as well get it out of the way right up front. If it's not possible to get it out of the way, then move on.

This is why I'm constantly asking someone in the presentation 'are you with me? Do you understand?' because if they're not, I want an indication that they're not so I can immediately try to do something different.

Article Source: http://www.uberarticles.com/articles

Kenrick Cleveland teaches strategies to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies. You can get a unique content version of this article.

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