Real Secrets of the Top 20%

Don't Answer Objections, Isolate Them!   OK, today's Top 20% deals with how to properly handle objections.   Let's fact it, most sales reps hate getting objections.  Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent.  Sound familiar?   When sales reps ask me how they should handle objections, they are often surprised by my answer.  I tell them they should never answer objections.  When they look at me like I'm crazy, I explain:   "Objections are often stalls or smokescreens hiding other objections that your prospect doesn't want to disclose.  As soon as you begin answering objections, have you ever found that they have another and yet another?"   "Oh, yeah," they say.  So here's what you should do:   Instead of answering an objection you must first isolate and question it.  Let's take two of the most common ones – "Your price is too high," and "I need to speak