April 5, 2019
On this video, we discuss the number one mistake sales reps make in overcoming objections in sales and how you can use A.I.O.A. to handle them with ease.
Too often, sales reps are quick to argue rather than understand. Instead of combating your next objection head-on, try AIOA: Agree, Isolate, Overcome, Ask.
In the Agree step, agree with your customer that her concern is valid: “I totally understand where you’re coming from.”
In the Isolate step, ask a clarifying question to get to the heart of your customer’s concern: “It sounds like your main concern here is that you don’t have the funds available to make a purchase of this size, is that right?”
Next, overcome the objection by posing a new idea that might change your customer’s mind: “Well, since a lack of immediate funds is your main concern, we could finance the purchase over 36 months to fit your budget.”
Finally, ask: “Would this work for you?” So the next time you hear an objection, try AIOA:Agree, Isolate, Overcome, and Ask. Your customers will work with you to solve the problem.