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**Used a trial closing question to determine if the objection was overcome or if there were any other
obstacles to address
#1
The use of a trial closing question after the manager addresses the client's concern is a great way to see if she is
happy with what was offered. If not, Manager can take additional time to resolve the issue.
#2
By posing a trial closing question in relation to the objection, Manager can uncover if the caller is ready to move
forward in the sales process. If there are additional concerns of any kind, the manager would be able to identify them
at this time and work to resolve them.
#3
We encourage the manager to ask a trial closing question when he is finished addressing Caller's objection. He may
ask "Will that rate work better for you?" or "Does waiving the room rental fee help you meet your budget?". Posing a
question like this will let the manager know if he can move on in the selling process or if there are additional concerns
to address.
#4
The manager is encouraged to ask the caller for feedback on his proposed solution to her objection. This will let the
manager know if the caller is satisfied and ready to continue moving the process forward.
**When responding with answer to the objection Manager first attempted to speak with the caller via phone
vs. responding via email
#1
In this case, Caller raised her concern via email. While the manager did well to respond via email, he is encouraged
to reach out via phone in order to personally discuss the concern and attempt to overcome it.
#2
Though the caller emailed her objection in response to the rate quoted in the proposal, Manager may find he is more
successful in overcoming any concerns by phoning and attempting to discuss them verbally with the caller. This can
often lead to a better understanding of the issue as well as a swift solution.
#3
We suggest that prior to emailing a response to the caller's objection, the manager attempt to speak personally and
discuss the concern in more detail. Once the manager has a good understanding of the issue, he may then want to
follow up any verbal offers with an email as a way to reinforce it.
#4
If a client expresses a concern via email, it is in the manager's best interest to respond to any issues with a phone call
first. This allows for an opportunity for a personal exchange and may allow him to uncover any additional objections
prior to moving forward with the sales process.