An Objection Handling tool that gives you tips.

Step

Purpose

Action

Example

Acknowledge

Reassure that the concern is valid

Empathize

I can appreciate that.

I understand how you feel. (I'm sorry you feel that way.)

Clarify

Understand the concern

Ask open-ended questions

Listen

Could you explain further?

Could you tell me why you feel that and why?

Discuss

Educate prospects about the advantages of your position.

Help them weigh the alternatives

Educate

Converse

Let's explore that further...

In addition, we also...

On the other hand, what's your alternative cost of...

[All these and many other responses are designed to continue to postively engage your customer - without confrontation and without arguments.  This is often the longest phase of the the AC-DC process.]

Confirm

Resolve the concern.

Verify agreement

Ask a question

Do you see the benefits of...?

Would that be okay?

Does this sound like a service you could use?