{"id":48134,"date":"2022-07-21T15:08:57","date_gmt":"2022-07-21T13:08:57","guid":{"rendered":"https:\/\/moovago.com\/non-categorise\/what-is-the-adera-method-responding-to-objections\/"},"modified":"2025-11-26T09:02:42","modified_gmt":"2025-11-26T08:02:42","slug":"what-is-the-adera-method-responding-to-objections","status":"publish","type":"post","link":"https:\/\/moovago.com\/en\/prospecting-2\/what-is-the-adera-method-responding-to-objections\/","title":{"rendered":"What is the ADERA method? Responding to objections"},"content":{"rendered":"\t\t
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The ADERA method, or how to deal with \"no\" and objections?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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The word “no” can be a tough pill to swallow.<\/p>

In sales, when you’re trying to close a deal, the word “no” is too often misinterpreted. Is it a principled no? A hidden excuse? <\/p>

Worse still, some salespeople see most objections as a call to battle: they launch into various attempts to try and change the contact person’s mind. An attitude which can have consequences for the relationship with the prospect… and the reputation of their company or the companies they represent. <\/p>

So what should you do? Abandon the sale at the first objection, or continue to insist, at the risk of upsetting your prospect? <\/b><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\n\n\t\t\t\t\t\tFigures for a clearer picture<\/span>\n\t\t\t\n\t\t\t\t\t\tAccording to Invespcrot<\/a> figures, 44% of sales reps<\/b> give up after the first reminder... while 80% of sales require 5 reminders<\/b> before being closed, and 60% of consumers<\/b> say \"no\" 4 times before saying \"yes\".<\/span>\n\t\t\t\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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The answer then seems more obvious: if you don’t want to give up on a sale at the first refusal, then you need to know how to deal with your prospect’s objections correctly, with the right attitude<\/b> and the right arguments. <\/b>This is where the ADERA method comes in.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Definition of the ADERA method, THE method for responding to objections<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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The ADERA method is an approach that allows you to respond to objections by understanding them and answering point by point in order to understand the buyer’s point of view.<\/p>

ADERA stands for Acceptance, Discovery, Empathy, Response and Acceptance. It’s a genuine technique for responding to sales objections, a method for handling objections. <\/b><\/span><\/p>

The principle of the ADERA method is not to see a sales objection as a bad thing. It’s obvious that your prospects (and even your customers) will always have things to say about your product and\/or service, even if they’re excellent. It’s even a sign of interest on the part of your contact person. <\/span><\/p>

In short, the ADERA method is :<\/span><\/p>\n