Pre-empting objections

Disciplines > Sales > Objection-handling > Pre-empting objections

Technique | How it works | See also

Technique

Tell them about a possible objection before they object. Then handle the objection so it cannot be brought up again.

Make the objection rather weak and the handling rather strong.

Tell them stories of other people who objected and then looked foolish.

Examples

I had one person didn't like the shade, but then they had not realized that this was the latest fashion.

You might find this expensive, but we can find the right deal.

How it works

If you answer the objection before they bring it out, then they are unable to voice the objection without appearing to not have heard you.