Let me tell you something about objections -- most of the time they are smokescreens hiding the real reason your prospect isn't moving forward. You know this to be true. Most of the time when your prospect puts off making a decision, they will give you some objection that you can't overcome and when you try you just get a whole new objection and have to start over.

Isn't that the way it usually goes?

There are a couple ways of dealing with objections, and the most effective is to question and isolate before you answer it. There is also another way to deal with smokescreens and objections, and that is to meet them head on. In other words, to call your prospect's bluff. Here's how this works with the objection, "I want to think about it."

When you get this objection, say:

"You know ________, whenever I say that to a sales rep I really mean one of three things. I either don't fully understand it, or I'm interested but not sold on it yet, or I'm not really interested in it, and I have something else in mind. Which is it for you?"

This is a great way to handle this objection because it gives them a way out. They will either tell you they really are interested and what they need to think about, or they will level with you and so keep you from wasting any more valuable time. Either way you win.

I recommend you use this kind of approach whenever you get an objection you feel is a stall or serious smokescreen. Meet it head-on! Wouldn't it feel better to know the truth now than to spend weeks chasing and begging? Of course it would!

Script this out to match your product or service and begin using it today. You'll feel so much better, and you'll close more business. And isn't that what you really want?

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