Not sure how real that last objection was?

Well, try an objection close to find out.

Sometimes we hear objections that matter, and sometimes we hear objections that really don’t, and it can be hard to tell the difference. So why not do what I do?

The objection close is a powerful tool to use to ferret out what we call “false objections” or things that don’t really matter, particularly when it comes to things around technology features and functions.

So the next time a prospect asks you a question and you’re not sure how important it is, try the objection close. “Hey, if we were able to do that the way you said, Bob, would you buy?” Now while knowing they’re not exactly going to buy at this moment, it will likely inspire the person to tell you how real that objection is. “Well, I mean, we’re not going to buy just on that alone.”

Then you can open up the door to find out the other things that they want to see in order to purchase, and figure out exactly where that objection lives in their priority list.

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