PREPARE TO WORK THROUGH OBJECTIONS

Preparing for possible objections increases your probability of working through them effectively during the conversation. The Quick Prep Tool, Figure 12–1 in Chapter 12, guides you through the entire conversation, including preparation for possible objections that might surface in a specific conversation.

To prepare for objections:

  1. Identify probable objections or questions that might be raised in this specific conversation.
  2. Write open-ended clarifying questions you can ask if a concern or question is raised.
  3. Identify additional Investigate questions you might ask during the Investigation to discover and discuss information before it becomes an objection or obstacle in the Facilitate step.
  4. Prepare proof or ...

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