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Chapter 9. Evaluate and Counter Possible... > Answer Objections Before They Come U...

Answer Objections Before They Come Up

Go back to the memo about recruitment for the cross-functional committee asked to spend six months developing a new policy regarding customer service awards. Answer possible objections readers may have to spending so much time on this issue.

  Techniques for Overcoming Objections:

Bring up fears

Address possible resentments

Show that you have thought the plan through

Give co-workers an explanation for their managers

Build in a safety net

  Your counter paragraph:

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

  Below is a possible counter paragraph you might use in the scenario involving recruitment of the cross-functional team to prepare a report on rewarding employees who provide excellent customer service:

All that being said about benefits, I realize that Nigel and I are asking for a huge time commitment on your part. And, like all of us at The Cash Company, you undoubtedly have plenty of work to keep you busy. Knowing this, Nigel has authorized me to tell you that he plans to provide all committee members with new, state-of-the-art, time-saving organization and e-mail equipment while you’re on the road. It will be yours to keep, of course, after this assignment is over.




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