The Art of Dodging Objections

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  pbcampeau@...03/12/07 Reported as spam
  1

  Be carefull...

  As mentioned, this technique can be negatively interpreted by your customer. I've used this "dodging" technique only on minor issues or objections. For example, in a prior experience in the copier business, when a customer was telling my paper tray wasn't holding as many sheets as my competitor. However, when I asked the customer if it was really important for him, I would not only acknowledge it, but also write it down in front of him. Only then I would dodge it. At least, the customer saw that I took his comment seriously enough to write it down and he wouldn't feel "brushed-off". At the end of my presentation, I would go over the objections the customer gave me and if it's one that I "dodged", I would simply say "for this, I think we covered it earlier". Most of the time, the customer simply agrees and moves on to a more important objection.

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  Geoffrey James, Sales Machine03/12/07 Report as spam
  2

  Good warning!

  pbcampeau is dead right and his proviso "only on minor issues" is excellent. And I love the idea of writing it down instead of just acknowledging it. Brilliant!
  
  By the way, there are some sales training experts (Linda Richardson comes to mind) who think that the artful dodge is ALWAYS a bad move. I'm not so sure, but I think it's fair to say that you should use this technique sparingly.
  
  I'll be revisiting objection handling on at least one post every week for the next month or so.
  
  Geoffrey

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  Rabbitoh06/03/09 Report as spam
  3

  RE: The Art of Dodging Objections

  Yes, you are right, if objections don't come out they'll lurk under the surface to come back at you later.
  Interesting that you didn't mention flushing out the true objections which are often camouflaged by other objections.
  Greg