Compound objections are raised when a question contains multiple inquiries, making it difficult to provide a clear and accurate response. The general remedy is to break up the compound question into multiple questions, so the witness understands what they are responding to. Example of compound questi...
confusing or compound questions are usually challenged by an objection to the form of the question, which is essentially a demand that the question be withdrawn and reworded. An attorney may "object" to a witness's answer as "nonresponsive" to the question, but the proper request should be...
First, an attorney must be paying close attention to what questions are being asked, and what answers are being given.If the attorney hears something that is objectionable, they must then make a split second decision on whether or not to object. Objections are extremely time sensitive, and if...
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Attempt toidentify the need. By doing your research ahead of time, you should have already uncovered their pain points. Bring those up and ask questions. The more you know about their needs, the better equipped you’ll be to sell them on your product. ...
Bulleted steps for laying foundations. Frequently included are model questions for trouble-free admission. Use these lists to look for omissions when opposing foundations. Pattern Objections Model language for over 110 objections. Use the language provided… or tailor it to fit your situation. Big he...
There may also be additional underlying objections that the prospect hasn’t voiced, or may only have alluded too. You’ll need to askopen-ended questionsto help you dig upallthe objections before you’re in a position to respond effectively. ...
Seek to get to the heart of the objection. Use “why” questions to clarify. Questions like: Why do you think that? Why is that important? What caused you to have that concern? Respond: Address the objections and concerns after you’ve uncovered and understood them. Discuss the most impor...
Learn about the top 10 most common sales objections and how to turn those obstacles into opportunities for your business.
Remember about your primary goal at this step (to soften the objection), so build your speech according to this goal. Never use the question-to-question approach (answering a question by a counter-question) when answering customer questions, because otherwise you’re likely to annoy the customer...