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Overcoming objections by Jim Duffy

Objections, the real deal.

Objections aren't something to be scared of. In fact they should be welcomed as a request for further information. In this presentation we look at some simple steps that will eliminate you getting yourself in a muddle and dealing with objections in a positive way.

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Overcoming objections by Jim Duffy

  1. 1. Objections The Real Deal 1. What are objections 2. What type of objections 3. How to deal with objections 4. Turning objections to your advantage
  2. 2. What is an objection? SALES DEFINITION - A tactic to stop the sale or a genuine expression of interest in some aspect of the sale? Dictionary Definition - Express Disapproval
  3. 3. Are objections a good or bad thing? A professional consultant sees an objection as a buying signal
  4. 4. WHAT KIND OF OBJECTIONS ARE THERE? FALSE TRUE
  5. 5. How do we know whether the objection is false or true? Answer, we don't - yet. So to start with, treat all objections as if they are false - How? We assume the objection is false (SMOKE SCREEN)
  6. 6. Why should your customer give you a false objection? There are two possibilities: He may not be the decision maker You may not have established the need (You've missed the hot button).
  7. 7. POSTPONE IT / IGNORE IT. "I'll come back to that later if I can" IF THE OBJECTION IS RAISED AGAIN, IT IS MOST LIKELY TO BE A TRUE OBJECTION
  8. 8. SMOKE SCREEN ASSUME OBJECTIONS ARE FALSE WHY DECISION MAKER? NO NEED ESTABLISHED IF RAISED AGAIN MOST PROBABLY TRUE POSTPONE OR IGNORE THEM
  9. 9. True objections arise for one of two reasons. Misunderstanding. Genuine Disadvantage.
  10. 10. TEST "If I can satisfy you on that point will you give me the go ahead for the work?" "Is that your only concern?" ISOLATE DEFINE “ Do you mean that….”
  11. 11. A misunderstanding will need re-explaining. A genuine disadvantage will need overcoming. Admit it and outweigh it with more benefits Once you’ve re-explained or overcome CLOSE AND SIGN
  12. 12. TAKE HEART IT’S A BUYING SIGNAL IF THE CUSTOMER RETURNS TO THE QUESTION THE OBJECTION IS LIKELY TO BE TRUE WHY MISUNDERSTANDING ISOLATE IT RE-EXPLAIN TEST IT CLOSE DISADVANTAGE OVERCOME IT DEFINE IF NECESSARY
  13. 13. Objections Summary 1. Always expect Objections 2. Postpone/ ignore (True/ False ) 3. Isolate / is that your only concern 4. Keep calm and dictate direction of conversation

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  • AhmedAli1385

    Mar. 3, 2017
  • MarieGuilbert

    Jan. 25, 2018

Objections, the real deal. Objections aren't something to be scared of. In fact they should be welcomed as a request for further information. In this presentation we look at some simple steps that will eliminate you getting yourself in a muddle and dealing with objections in a positive way.

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