DEALING WITH OBJECTIONS PART 3 PERFECT-WORLD IT!

It’s time to deal with objections, again. Remember, these are techniques in dealing with objections. No solutions have been presented to the Buyer yet. So far, we’ve learned how to “ignore it” and “remove it.” Now, we’re going to take the Buyer on a little trip.

Dealing with objections requires a clear head while being bombarded by the Buyer. We are back on our heels, trying to stay composed while thinking that this is probably not our day. So, take your Buyer to a “perfect world,” where there are no problems at all – certainly none caused by your company or you.

Suppose the problem was caused by the Accounting Department. Three (3) months in a row, the billing has been screwed-up and the client is steaming. After listening and “taking it,” try responding this way:

· If we could set up a streamlined paper flow with double-checks in place, how would that be?

· What if we appointed one person on our end to coordinate with the folks on your end before the paperwork arrives?

· In a perfect world, what would have to happen on our end that would make the flow of paper easier on your end?

In each of these responses, we’ve gone to a “perfect world,” one where all is peaches and cream and all is in order. Of course, nothing has been resolved yet but we’ve allowed the Buyer to share their perfect solution with us. The pressure is gone and the Buyer is participating, not merely complaining and losing it.

We can even take it to the next step by asking:

· “If I can do that and I'm not saying whether I can or will, what’s the likelihood that we can continue doing business?”
No promises have been made. It’s all conditional at this point. And, that’s the beauty of traveling to the “perfect world.”