The first technique to handling objections is to use CRIS – Clarify, Rephrase, Isolate, Solve

Clarify – As I understand it, state the objection, is that right?

Rephrase – So you want the, work or product, it’s just that you…

(Money) need away to pay for it, right?

(Shop) want to be sure your getting the best solution at the best price, right?

(Think) want to make sure this is the right decision, right?

Isolate – Is there anything else other than this?

Solve – find a financial plan, take the customer shopping, break the decision into it’s components. You can handle any objection using this acronym to close more sales.

The second technique to handling objections is to use Feel, Felt, Found – It’s perfectly normal to feel that way, trust me when I say other people felt that way to but what we found was the same people who wanted to wait eventually moved forward only to find that it costs more by waiting.

The third technique is the Thermometer Close – “Mr. Jones on a scale of 1-10, 1 being your not interested at all and 10 being your ready to move forward right now, where are you?” If the answer is anything less than 10 you say “what do you need to see or hear to get you to a 10?”

The best way to handle an objection is to avoid them all together. You should be qualifying and benchmarking the customer throughout the process. You should be educating the customer with features and benefits of your product or service. Use Trial Closes and Tie Downs.