Objections unheard are guaranteed to derail even the best opportunity. Isolating the objection is a technique to ensure all objections come to the surface as early as possible.
Aaron Evans delivers excellent advice in his short videos, and this one is no exception. Here is how the isolating the objection technique works.
Once the buyer raises a concern, ask them, “Is this the only thing that would stop us from moving forward”.
How does this help?
- If this is the only objection, the prospect will confirm it’s the final hurdle.
- If this is not the only objection, the prospect will give you insight into other objections you must overcome.
Either way, you have a much clearer picture of the buyer’s concerns and the work you must do to move the deal forward in either case.
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.