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Does that make sense?Are you with me on that?Do you see what I mean?
Brush Offs & Concerns
Brush-offs usually come up at the start of the call and are handled in a specific way so that we earn the right to keep talking. Concerns are actual concerns that the prospect must understand and overcome before they get solar or book the appointment.
The Rebuttal System
Step 1. Always Agree
Always agree with what they are saying to maintain connection. This doesn’t mean you must agree that what they say is correct or valid. What it means is that you agree that they are saying it and that they think that. Giving them validation will maintain your connection or rapport in the conversation, allowing you to continue speaking smoothly.
Step 2. Resolve
This is where we address the specific objection they just gave us. The goal is to resolve the objection so that it no longer logically makes sense and allows us to continue the conversation.
Step 3. Temp Check
The Temp Check is a question you ask after resolving the objection to confirm that it has been resolved in the prospect's mind. Some examples of these questions are:
Step 4. Continue
Remember, the goal of the rebuttal at this stage of the sales process is not to sell them. Instead, the goal is to earn the right to continue the conversation. So, once the objection has been handled, the main thing to do is continue the conversation, usually by asking the next step in the script.
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