Dos and Don'ts - Don't #5

Don't offer objections you think you'll quash. By now you probably think I'm making these up!

Well, sad to say, I am not. These things are happening every day all over the world.

Here the thought process is - I'll eliminate all objections by bringing them up and then explaining them away. Unfortunately, what you get is the opposite - you cause your prospect to consider objections that weren't on their list originally.

I've written about this one before because it is a huge No-No. The problem with this approach is that you will most likely bring up objections your prospect didn't have. The last thing you want to do is create unease.

Instead of worrying about objections, try this - engage your prospect. Ask questions and then shut-up and listen to the answers. Keep asking until you feel you have enough information to accurately provide them with a quote.

When you quote, refer back to the questions and answers

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