Wednesday, March 16, 2011

R-E-A Method

When it comes to cold calls, objections are normal. One way to overcome them is by using the Thought Transformation R-E-A method.

R: RELATE - When a customer raises an objection, find common ground. Relate to the person with a statement. Tell them you understand their point of view.

E: ENGAGE - Engage them in a deeper discussion by asking questions. You know what they said. Find out why they said it.

A: ASK - Armed with deeper understanding, ask for something slightly different.

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