On this Episode of Turbo Charged MD we will discuss how to overcome objections. Topics include:

Overcoming Objections

1: Listen Fully to the Objection

· Resist temptation to jump right in and respond immediately.

· Reacting too quickly = you risk making assumptions about the objection.

· Take the time to listen to the objection fully.

· Train yourself to ignore negative emotions.

· Listen to fully understand the buyer's concerns without bias or anticipation.

· Allow body language and verbal confirmations to communicate intent listening.

2. Understand the Objection Completely

· Many objections hide underlying issues the buyer can't or isn't ready to articulate.

· Often the true issue isn't what the buyer first tells you.

· Your job is to get to the heart of the objection.

· Ask permission from the buyer to understand and explore the issue.

· Restate the concern as you understand it.

3. Respond Properly

· After you've uncovered all objections, address the most important objection first.

· Once you work through the greatest barrier, other concerns may no longer matter.

· Do your best to resolve their issue right away increases chance of moving sale forward.

· If you need more information to resolve concern, you may have to look something up don't

wing it.

4. Confirm You've Satisfied the Objection

· Check if you've satisfied all their concerns (just because they nodded doesn't mean they agree).

· Ask if the buyer is happy with your solution.

· Some objections require a process to overcome, not just a quick answer.

· If the client isn't ready, don't try to force a commitment.

· Do not accept a lukewarm "yes" for an answer.

· Don't lose sight of your goal. Use steps above (Listen, Understand, Respond and Confirm).

· This is a hot topic. This is their major pain point. If a prospect tells you that their challenge is having a major influence on their current situation and will affect their future, use your practice solutions as a remedy to get them back to optimal wellness and a much healthier relationship.