Getting a ‘no’ or a ‘I will think about it’ from a prospect after a long explanation /proposal can be rather hard to swallow. But objections are not necessarily rejections. It can be an indication that the person that you talking to is simply asking for more information!

1. OVERCOMING OBJECTIONS
( CONCERNS)
BY
KC SEE

2. Question ….
Why do people raise objections?
5.1

3. "You don’t need closing or objection handling techniques for
someone who really wants to make a change."
- Mich

4. “An objection is not a rejection; it is simply a request
for more information.”
Bo Bennett

5. OBJECTIONS ARE
GOOD

6. What are your
Concerns?

7. Symptoms of Concerns
Hesitation,
delay mode
Challenge
through
questioning
Grunt and
groan
Argue
Passive
resistance,
withdrawal
5.2
Comm Feelings

8. Causes of Concerns
Incomplete or
inefficient
communication
Emotional
reaction to
communication
Rational
reaction to
communication
Inadequate
flexibility-old
mindset
NIN

9. The Process
1. Listen Attentively 2. Clarify the concern
3. Acknowledge &
emphatise
4.Dissect / Isolate Eg. Is
that the only concern ?
5.Overcome/ Address
the Issue using a
Communication
Strtaegy
6.Seek Agreement that
Concern is addressed
7.Close

10. 6 communication strategies
Anticipate the
objections and dealt
with it earlier. Refer
to it
Describe third-party
experience
Out weigh resistance
with benefits
The 6 Magic words
Educate by analogy
Add proof of
performance
Give reasons to act
now
5.6
Exercise 5.8
Feel Felt
Found
“What
this mean
to you
is….”

11. Common Objections
Not enough Money
Not enough time
Yours is more
expensive
I have across
something similar; I
don’t think it work
I need to talk to my
wife about this
I want to look
around first
I am not sure if this
is what we want

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