What are some specific methods of negotiating buyer concerns?
• Direct denial: refuting the opinion or belief of a prospect; use with care. If person is misinformed, provide accurate information. Counter responses from the prospect promptly and directly. Be firm and sincere in your beliefs, but do not be offense nor patronize the prospect.
• Indirect denial: prospect's concern is valid/accurate, so bend a little and acknowledge that the prospect is partially correct. Every product has a shortcoming or limitation. Avoid "Yes... but" response, try "I understand your concerns, however there is another way to view this issue."
• Feel-felt-found: empathize with concerns. "I understand how you feel...Many of my customers felt the same way... until they started using this product and found it..."