Sales - How To Isolate An Objection

How To Isolate An Objection

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What does isolating an objection means?

Putting it aside, hoping the prospect may forget about it as the sale progresses.

Identifying if this is the only concern the customer may have.

Answering it in one sentence.

Strike feedback!

You want to have some good small talk, but it needs to remain on topic.

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Why is it good to isolate a concern?

So you know whether this is their only concern or if other things may create obstacles to the sale.

You can determine precisely what discount you need to offer to get the sale.

So you can get straight on with presenting your products.

Strike feedback!

Remember that understanding customers objections all at once can help you progress the sales interaction a lot more smoothly.

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If you can isolate the objection, you can…?

Deal with that issue confidently, and you can progress if it is covered to the prospect’s satisfaction.

Decide if this is the time you walk away from the sale.

Spend more time on the presentation.

Strike feedback!

Remember that once you have isolated the objection, it is time to tackle it confidently.

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Isolating concerns helps determine the directions of the conversation. Is this statement true or false?

True

False

Well done!

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