The REMEDY Formula to Overcome Objection

1. Reverse or Capitalize it
P “Your product is in every one of my competitor’s store.”
SP “Why that is the reason you should consider carrying our product…”


2. Explain it
A simple straight forward answer
P “Its looks like it is difficult to train a secretary.”
SP “Really it is quite simple. Here let me show you how its done and you’ll see it is easy to operate”.


3. Minimize or Outweigh It
ÒNo product is perfect.
ÒAdmit and introduce other Benefits to minimize and outweigh limitations


3. Minimize or Outweigh It
P “It only comes in Red, White and Blue”
SP “That is true, We have conducted extensive research and have found that Red, White and Blue represent 90% of the market sales. The Benefit to you is that ….”
….our large inventory prevent shortage on fast movers
…..you don’t get caught with slow moving colors
…..you have the best refund policy in the trade


3. Outweigh:
P – “Well, $xxx is a lot of money.”
SP – “Wouldn’t it be worth a one time investment of $xxx for the rest of your career?”
OR
SP – “You are worth a lot more than $XXX aren’t you?”


Why? Why? Why?
ÒQuestion it. This technique can be used independently for any MINOR concern or objection.
P- “That color is a little dark.”
SP- “WHY is that important?”
P – “Because it makes me look older.”
SP – “Maybe, but it sure makes you sophisticated…”