Tartan Media Group

Working through objections and getting to the sale can be accomplished through the use of a simple technique refined to meet and match the sales representative's individual style. We call it COPA .

Confirm

Confirmation begins with a simple "I understand" or "I can appreciate..." and a clear, concise restatement of the customer's objection. All that need be done is to restate the objection with empathy, thus breaking down the wall against the sale by breaking down the wall between the sales representative and the customer.

Overcome

The first step in overcoming an objection is explaining that you understand the objection. This validation helps build the empathy that makes overcoming the objection a little bit easier. The second step in overcoming objections is offering a counter-argument.

Prepare

Never say "but"; prepare your sales people by having them practice the skill of saying, "Yes, and..."

Ask

Once the sales representative has prepared the customer for the sale, it's time to ask again. It's not time for waiting for the applause or the epiphany; if the rebuttal has worked, the congratulations will be heard in the agreement to the sale. Ask again, close the sale.