What is the 3 step process for overcoming any objection?
The three step process is combining empathy, a value statement and a tie down to overcome any objection. Empathy allows us to acknowledge the listeners statements so that they feel understood, and our value statement should show what we do in relation to their concerns. Once we have done this we can mix together their pain and motivation with exactly how we can help their situation, ending with a logical statement that forces a YES response!