And then you want to SOLVE, so the message is in template form: "Coming to it now...and... I'll be happy to answer any other questions you have about that, as well."
Did the absolute power of that just waft by YOU? Go back and read that again. Even if you don't answer the question, (which is ultimately not a good idea by the way) you have bypassed critical thought and moved on in stealth fashion.
DO listen carefully before answering.
BE interested.
DO restate the fear before answering to it. (Make sure that you fully understand it. If not, get clarification. Your guessing will be wrong as often as it is right....)
DO isolate the fear while trying to determine if there is a real, or hidden, objection. (You MUST have a tangible "objection" or you can toss "Yes," out the window.)
DO convert the fear into the form of a question.
DO answer the question...the fear.
Realize...it’s a question or a SMALL problem.
DON'T place undue emphasis on any single fear. (It may simply be a REALLY SIMPLE question.)
DON'T treat any fear as an unjustified question, either by facial, vocal or body expression.
DON'T anticipate what the person is trying to say. (You'll probably misunderstand and offend the prospect.)
DON'T interrupt when someone is expressing resistance and/or reactance. (Your potential customer will be much more relaxed if you let him finish the question and more receptive to your answer if he feels you're giving a response to what he's saying, not a "canned" sales response.)
When you've gone through these steps, ask your prospect: “Make sense?” “Did I get that right?”, “Now did I get it right?”, “Cool?”, “Same Page,?”
Some people suggest confirmation like this: "Does that satisfy your concern?" or, "Have I answered your question?" or "Does that put your mind at ease?"
If I asked one of those questions, I would feel pretty foolish. There isn’t a lot of confidence in those; but if it fits your personality and communication style, go for it.
At this point, your job is to do SPECIFICALLY THIS...
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And then you want to SOLVE, so the message is in template form: "Coming to it now...and... I'll be happy to answer any other questions you have about that, as well."
