...Objections and Rejection Really Are Now *Crucial* to
get to "Yes!"
by Kevin Hogan
Page 4
Your job is to pinpoint the sub-text of what a prospect is saying. Find out if the voiced fear is the only one. When a potential customer has an objection, you want to take away the fear and worry…and answer it…not get into an argument.
Soften your response with phrases such as, "I suggest..." and, "as you know..."
You can't script response to fear.
Here are the general themes. Realize these are not the "words" you will use...they are themes...you don't script *real* hypnosis. You can't. It is 100% Other Dependent.
“Yeah, that’s what I thought, too...”
“I thought that until I discovered...”
“I thought the same thing; then I found out what the deal was...”
“I used to think that, too, and then someone pointed out to me a glaring mistake I was making...”
"Pretty much the only thing between me being your new insurance agent is X, right?"
Isolate and make sure that’s right if you don’t know and aren’t certain. My tendency is to repair and move on without much ado. I don’t like to dink around at this point.
Some people, however, like a more old fashioned approach to this situation. For example, one approach is to say, "That's a good point to consider. Your question is whether this is the smart thing to do, isn't it?" The essence of what you're asking is, "If I can satisfy you on this one point, you wouldn't have any objection to buying immediately, would you?"
It always bugs me when I heard salespeople making a “buying immediately” statement. They make ME nervous. It's often perceived as more about the salesperson than the client. Nonetheless, the point is that you want to have a way to articulate this that is YOU.
Look for Hidden Meanings
"I can't afford it," might be a self-protective, way of saying, "Can you lower the price?"
"I can't wait," might be a buyer's way of asking, "Can you deliver it fast?"
And that brings us to the final piece of the puzzle...
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Your job is to pinpoint the sub-text of what a prospect is saying. Find out if the voiced fear is the only one. When a potential customer has an objection, you want to take away the fear and worry…and answer it…not get into an argument. 
