The Art of ISO War

D o you ever feel as if you wear your buttons on your sleeve - and prospective customers constantly push those buttons? Learning to successfully battle objection means not letting them do that. It's time to change your clothes and suit up for success. It's time to take up "ARMS."

Anticipate. You can't say you haven't heard "no." Be ready for that objection. Prepare answers before you even hear the word. Anticipation can open dialogue.

Rephrase. Turn the battlefield around. Rephrasing an objection shows your prospect that you're not only listening but also understanding. Rephrasing gives you time to counterattack and helps you find the real offense behind the objection. Rephrasing might force a clearer response from the customer. Clarity will help your campaign.

Make. As in make certain you hear every objection. Make sure you see each attack coming - especially the unspoken ones. Trust your intuition. Think the customer is holding something back? Then make the first move toward it. Otherwise, it will stand in the way of the sale. Offense sometimes is the best defense.

Show. Clearly demonstrate your acknowledgement and appreciation of your customer's objection. Showing you understand their opposition elicits trust and increases credibility. Continue the conversation. If the customer can't explain his or her hesitation, it doesn't exist. If the customer can explain, that knowledge equips you to dismiss it and win the scrimmage . in this case, the sale.

On the ISO battlefield, preparation and practice are weapons that wield power. Your armor can turn objection to opportunity. Differentiate that armor from other warriors and avoid the blitzkrieg. Emblazon your shield with "SWSWSWN" - Some Will, Some Won't, So What, Next!