Session 3:

Step 1: Relieve the Tension

Step 2: Take it out to third party

Step 3: What others have found

Gain

“I can appreciate that.

Many of my best clients today had never heard of my company when I fist called them.

What I would like to do is take a moment of your time to introduce myself and bring you some information.

Would Tuesday or Wednesday be better for you?”

Relieve Tension

Third Party

Minimize

Alternative Choice

Feel, Felt, Found: 4 Steps

Objection: “Don't Need It”

Gain

“I understand how you feel.

I would only like to drop of a copy of the book.

It will only take 2 minutes.

Would Tuesday or Wednesday be better for you?”

Feel

Proceed

Minimize

Alternative Choice

Agree & Proceed: 4 Steps

Objection: “I don’t have enough time”

Challenge: Master overcoming objections.