Now that you’ve uncovered the main objection, the only way to overcome it is to solve or minimize it in the mind of your buyer. Show them that the value of acting is far greater than their fear of moving forward, or pain of sticking with the status quo. Manage Objections Gracefully will help you distinguish between simple and complex objections, so you can resolve your prospect’s concerns with respect and empathy.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the Manage Objections Gracefully routine
• Distinguish between simple and complex objections
• Resolve a prospect’s objections with respect and empathy
• Identify when and how to minimize an objection
• Prepare a Resolve Play for a common objection