LAIR

Disciplines > Sales >  Objection-handling > LAIR

Listen | Acknowledge | Identify objection | Reverse objection

This is a simple objection-handling method for getting the sale.

Listen

First listen to them, hearing their concerns and objections. In doing this, listen closely to their real needs and how important things are to them.

Acknowledge

Echo back what you heard to show that you understand and to get the other person to elaborate further to give you the full details of their objection.

Identify the objection

Identify the objection and check that they agree that this is their only reason for not buying. Possibly set up a Concession Close so that if you can handle the objection you will get the sale.

Reverse the objection

Turn around the objection. Use 'yes, but' or other methods to show how the truth is in fact the reverse of what was being objected to.

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