Page 54 - RW205.01.0819 WW-Seminar-The Perfect Presentation

The Perfect Presentation

AT A GLANCE: BEST PRACTICES for
MANAGING OBJECTIONS

1

Don’t reject, ACCEPT. Welcome objections with an open mind. They are
an opportunity to get more information from your prospect so that your
presentation can be effective and you can enroll a new member or close a sale.
2

Don’t ignore, EXPLORE. To a reasonable extent, listen to all your
prospect’s objections, explore to identify the main or real one and
manage that. Other, minor objections are likely to disappear.
3

Don’t contradict, ACKNOWLEDGE. No matter how fixed
the position of your prospect, acknowledge it out loud first. It
will help you to mitigate it. Then explore it if needed.
4

FIND COMMON GROUND with your prospect. Emphasize the
things that you and your prospect agree on. This helps your prospect to
accept your suggestions and helps you to move on.

5

OFFER TO FOLLOW UP. If you don’t have information to respond
to an important objection, say so, assure your prospect that you will get
the information as soon as possible, and continue with the conversation.
(Then make a note and do get back with the information.)

54 RW205 WW.1205.01.0819 EXERCISE 30