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by: KenrickCleveland
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As children, we all had to have them -- painful shots which prevented all kinds of scary diseases. Inoculations were a necessary growing pain and as adults we understand this, but as little children, that didn't make any difference when all we cared about was that it hurt.

The inoculation I want to talk about today has nothing to do with disease prevention and could result in your sales skyrocketing (which, to me, is quite the opposite of painful). This is an inoculation against objections and it is potent medicine for any sales ailments you may have.

First thing's first. . . come up with a list of your top three objections. "It's too expensive", "I have to talk it over with my partner/husband/wife/children", "I can find a better deal on the internet", et cetera. These objections are generic and just for purpose of example, so think on this a bit and come up with your top three. What is it about your presentation that is causing you to continually get the same objections over and over? Some of my students tell me they go through patches of time when one objection will repeat itself with each new prospect and then just as suddenly as it started, it will stop. I suggest that it is absolutely something that you are doing to attract this same objection, whether it be something in the tone of your voice or a specific phrase that you have been repeating, and most probably, it's a result of some pattern you've created in your own mind that attracts the same response.

So today is your lucky day because you have the opportunity to understand how to stop objections before they're even brought up. Eliciting criteria is the most important aspect in the process as you must have your prospect's values foremost in your mind for this strategy to work.

Now, say you keep getting the objection, 'I'm not sure if I really need your services' over and over. If you know that is a common objection for you to get, you should be the first to bring up the objection and do it right at the beginning of your presentation before it's even formed in their mind.

'Look, one of the things I hear on occasion is people telling me, I'm not sure if I need your services. And let me tell you what I've said to them. . . '

You're not allowing their objection to build up in their heads to something that's set in stone. It's a tiny molehill and not a mountain.

This has the benefit of saving you time. How? Well, what if your prospect has an objection that you can't overcome. This is information I want to know right up front. Instead of putting a lot of time and energy into something that definitely will not pan out, you can move on to the next prospect.

This is why I'm constantly asking someone in the presentation 'are you with me? Do you understand?' because if they're not, I want an indication that they're not so I can immediately try to do something different.

About the Author

Kenrick Cleveland teaches strategies to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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