Secrets of Closing the Sale

by Zig Ziglar

Rephrase and Soften the Objection Many times an objection can be softened a great deal by rephrasing it. For example, the prospect might say, “The quality of your product certainly leaves a lot to be desired. I don’t believe it would last three weeks, much less the three years your warranty covers!” Pretty strong— but it can be largely neutralized or defused by rephrasing it. You do this by lowering your voice, looking directly at your prospect, and saying, “If I understand you correctly, you want to be certain the product has lasting quality and you’re going to get dollar value for every dollar you invest. Is that your question, Mr. Prospect?” Or you could shorten it and say, “So your question is _____. Is that right?”