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How To Increase Your Sales by Preventing Sales Objections

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http://www.Fearless-Selling.ca Discover how to increase your sales by managing obections more effectively.

Published in: Business, Education
  • Nice.. I would like to share this with my team. Could you please email me a copy? rlacey@tdinationwide.com
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  • nice
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  • GOOOOOOOOOOOOOOOOOOOOOD
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  • hi this is a nice presentation
    can you send to me a downloaded copy to my Email yousryahp@yahoo.com

    thanks
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  • Kelley, this is a great presentation and should be a fundamental for everyone. However, I'm not certain about the concept of 'objection avoidance.' In some ways, we need to revel in objections. It means the customer is listening and cares enough to object (which is really meaning they don't understand, don't get it, or may have a legitimate different point of view.).

    If the customer isn't presenting objections, it may not mean the sales person has pre-empted or avoiced them, it may mean the customer doesn't care enough to pose the objection--and we never know it.

    Other than that small wordsmithing, this is outstanding. Thx, Dave
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How To Increase Your Sales by Preventing Sales Objections

  1. 1. Preventing Sales Objections By Kelley Robertson ~ www.Fearless-Selling.ca
  2. 2. How often do you hear…
  3. 3. “ We’ll think about it.”
  4. 4. “ We’ll think about it.” “ I need to check with (someone).”
  5. 5. “ We’ll think about it.” “ I need to check with (someone).” “ Your competitor is cheaper.”
  6. 6. “ We’ll think about it.” “ I need to check with (someone).” “ Your competitor is cheaper.” “ We don’t have the budget.”
  7. 7. Objections often get in the way…
  8. 8. but…
  9. 9. you can eliminate most objections
  10. 10. by asking more questions …
  11. 11. … early in the sales process
  12. 12. People express objections because…
  13. 13. They don’t see the value of your
  14. 14. They don’t see the value of your product service
  15. 15. The best way to deal with this is to…
  16. 16. adapt your presentation.
  17. 17. But…
  18. 18. You can’t do this without
  19. 19. You can’t do this without learning more about their situation.
  20. 20. Learn to ask high-value questions
  21. 21. “ What is most important about…”
  22. 22. “ What is most important about…” “ Why is that important?”
  23. 23. “ What is most important about…” “ Why is that important?” “ What impact is that having on (sales, profits, etc)?”
  24. 24. “ What is most important about…” “ Why is that important?” “ What impact is that having on (sales, profits, etc)?” “ What would it mean to you if that problem was solved?”
  25. 25. The deeper you dig…
  26. 26. The deeper you dig… … the more insight you will gain
  27. 27. The more insight you have…
  28. 28. The more insight you have… … the better you can position your solution.
  29. 29. The better you position your solution…
  30. 30. the more value you show.
  31. 31. The more value you show
  32. 32. the fewer objections will be stated.
  33. 33. which means…
  34. 34. You will close more sales!
  35. 35. Kelley Robertson ~ Fearless Selling <ul><li>Kelley@Fearless-Selling.ca </li></ul>Get practical sales advice at www.Fearless-Selling.ca

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