Overcoming Objections: The AIA Method

Objections are part of life. In business, in relationships-you face objections all throughout your day. No one, even those closest to you, will agree with you 100% of the time. In both business and relationships, we use the power of persuasion to simply move people through their objections. The A.I. A. method is one way to navigate through objections you might encounter.

The A.I.A. Method

A. Acknowledge the Objection

Business or personal you can’t just ignore someone’s objections and bully your way through. As we have developed as entrepreneurs, certain old tactics just don’t work anymore. Don’t tune out your client when they say “I can’t because…”. Develop your listening skills and become a good listener. We have two ears and one mouth for a reason. LISTEN, and let them know that you understand their objection. There’s no way to get past the objection until you acknowledge it.

There’s a difference between “I can’t afford it” and “It’s too expensive.” Sometimes your client literally doesn’t have the money. That’s different from “It’s too expensive” The red flag to you here is that they don’t see the VALUE in what you are offering!!

I. Identify with the Objection

What is the problem or problems? Identify and isolate the issue that the client is having. The objection process can be resolved if you put them in your presentation. Address the issues in your presentation. Think about your distinguishing characteristics. What makes you different from every other person in the same field? Why should the client choose you over them?

Get the money objection out of the way at the beginning so that you don’t waste time, energy, and money. Ask them about their budget or funds set aside for the project. Have them tell you the numbers. Lay the foundation for the solution you are going to present.

A. Agenda

Get on with your agenda. Be focused on what you are there to do. Sometimes you get so caught up in the heart and the head that you can’t see past the objection. Be sold on your solution and the value that you have to offer the prospect. Keep your emotions and reactions in check.

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About DJ

Coach Carroll is committed to rocketing your company into outpacing, outselling, and dominating your competition. His coaching techniques and seminars uncover the sales secrets your team MUST learn and develop to obtain this imperative competitive edge.

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