1. Putting Words Into the Prospect's Mouth
Prospect: "I need versatility."
Mistake: "You know you need to have flexibility to move your funds from one account to another."
Consultative Sales Rep: "Could you explain to me what you mean by versatility?"
The logic here is simple but powerful. Your version of "versatility" (moving funds from one account to another) and the client's version of the word may be miles apart. The consultative rep listens for words that may have a broad interpretation and attempts to bring focus to the objection.
2. Insulting the Prospect
Prospect: "I find your prices are very high."
Mistake: "If I understand you, you are not interested in quality, is that correct?"