Triple A formula for overcoming objections!

Here’s the simple Triple A Formula for overcoming objections: 1. AGREE 2. ANSWER 3. ASK! First, AGREE with what they’re saying. Sounds crazy, doesn’t it? The goal is to make them right, to acknowledge their perspective as true for them. It has been found over the years that when you simply AGREE with a prospect’s perspective, at least momentarily, it brings down their defensiveness and the conversation becomes much more cordial. Next, you ANSWER their question quickly and honestly. Then, you ASK them a question to take control of the conversation and focus on finding their pain. For example: “Send me over your terms.” Reply: “I can understand you wanting to see our terms before you work with us. Assuming that the terms are to your satisfaction, if I could help you overcome your number one challenge when recruiting, what would that be?” And off we go into the conversation... Then close for either a face-to-face or telephone meeting. Another example: “Everything is going fine, thanks.” Reply: “I appreciate that things are looking good for you at this very moment, but what is the one part of your recruitment process that if you could improve, would mean you had perfection?” Wait for a response. “So I suppose if I could show you a way to achieve that, that would be of interest to you?” And here is the universal formula that can be used for virtually any objection. It is the, “If I can, will you?” Let me explain. Objection – “You’re too expensive.” Reply: “I can appreciate you saying that. Tell me, Hiring Manager, if I could show you how our service will exceed your current supplier, I guess you would be open to that, wouldn’t you?” Then wait for the response… What is interesting about this technique is that sometimes it simply flushes out the REAL reason why they are not going to work with you. Objection – “You’re not on our PSL.” Reply: “I do understand, Mrs Hiring manager, but if I had a candidate who perfectly matched everything you are looking for, would you consider looking at them?”