To address objections effectively, we must understand their origins and causes. We must then understand how we respond to them. We share a seven-step process for dealing with objections. In addition to the six basic objections, participants discuss the most challenging ones they encounter. We explore and discuss strategies to help participants effectively respond to objections.

• Why do people buy?
• Answering the question that all customers have. What's in it for me?
• Less is more. Talk less, ask more.
• Objections are not rejections but a sign of interest.
• Tackle the most challenging objection to overcome.
• Methods for responding to objections are evaluated and recommended.

• Identify common objections encountered when working with prospects.
• Develop methods to address common objections from prospects.

• Be prepared to address objections from prospects and customers with compelling, professional clarity.
• Help participants expect and welcome objections.
• Establish confidence and competence in the minds of all attendees.

Submit up to five of the most challenging objections you must overcome when dealing with prospects and customers, and we will address them in the program.

Write the five most challenging objections you encounter with three questions or possible responses for each one.