Welcome To
The Sugar Land District
Online
Joaquin M Davila
District Sales Coordinator

Joaquin@thesugarlanddistrict.com
District Top Associate is
Agenda


Introduction



The methodology – Handling objections



Things to Remember



Tools and Resources



Distri...
Introduction

Learning how to effectively overcome objections is a skill
that separates the high performers from the low p...
Continuation- Intro
• Need: The prospect has to need what you’re selling. It’s
up to you to build that need.
• Timing: Eve...
Continuation-Intro
The good news is: All objections can be answered by
following a simple process and it starts with one
f...
The methodology – Handling objections
This short video on handling objections is a great primer for discussion.
Learning h...
Video on handling objections
Handling Objections

1

©2013 Aflac Incorporated
©2013 Aflac Incorporated

10

10
The Aflac Sales Conversation Model

Opener

Sales Trailer

 Build rapport

 Introduce
 Establish credibility

?

Value ...
Handling Objections

Make sure you understand why they’re objecting. This allows you to craft an appropriate sales

Probe
...
Handling Objections

If misconception, then clarify
If skepticism, then prove
If real drawback, then show big picture
If r...
Handling Objections

If misconception, then clarify
If skepticism, then prove
If real drawback, then show big picture
If r...
Handling Objections
“I can’t afford any more coverage”

Probe

Connect

Present

Move Forward

©2013 Aflac Incorporated

T...
Handling Objections
“I had a claim that wasn’t covered”

Connect

Probe

Present

Move Forward

©2013 Aflac Incorporated

...
Things to Remember
•

Educate yourself about the prospect’s business, industry
and competitors.

This is where it all star...
Continue – Things to remember
• Dig deep and probe with your questions based on the
research you’ve done.
Don’t give up if...
Other tools and resources
Handling objections is just one part of the sales conversation.
In Conclusion
As you’ve seen, handling objections is just one part of the sales conversation. In
order to get better at ov...
District Contest Winner Is……….
Name
Message from Cit’s
***Please Make sure that you have completed your weekly activity log under the
weekly activity Tab.

http://www.thesugarla...
Cit Breakout Sessions
Monday morning meeting 022414
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  • Instructor notesNow let’s take a look at the inevitable objections you get as you move through any sales conversation…
  • Instructor notes Here’s a way to think about the objections that will inevitably come in any good sales process. Think of it as a mountain you are climbing. Where would you rather fall off? What does this mean for WHEN you want to get the objections out on the table? Sooner rather than later, right?I call it “seeding” objections. Get them out sooner rather than later. But, if you are going to do that, you need to be ready. Recall that there is a well-researched process for handling objections. Let’s refresh on what that process looks like.
  • Instructor notes An objection is simply a different form of question, but it’s a more sophisticated one. Questions are like you and I playing catch. Objections are like you are the shortstop and I’m the first baseman. When I’m asking you questions and you are answering them, it’s like we are just throwing the ball back and forth and it doesn’t take tons of concentration. But an objection is more like a hard-hit ball to the shortstop. You have to pivot your body, get your glove down and in a smooth motion bring the ball up and out of your glove as you are turning to throw to first. The throw must be in time and accurate. Handling an objection has those same sorts of steps. The key to probing is asking questions and NOT “presenting” or answering the objection right away. In fact, the research shows that those salespeople who stay “above” the present stage are higher-performers. Why? Because they don’t appear defensive and they earn credibility by being unafraid and willing to engage around a legitimate objection.Most low-performers jump right to “present” when faced with an objection. (And when they jump to present the ‘solution’ to the objection, they offer answer the wrong objection!)Instead, use that phase to really be sure you are handling the right objection, and then connect with the prospect. This can be as simple as a “I hear you, and it makes sense that you would be concerned about that” to re-stating the objection. Re-stating the objection is powerful because it again demonstrates that you are listening.Using this process demonstrates confidence and earns you credibility.Moving forward simply means making sure you have addressed the objection enough that you can move the conversation along. It makes progress explicit. Let’s look at an example…
  • Instructor notesThere are, of course, different types of objections. You may run into an objection about “health insurance.” This is simply a misconception, and in your present step your job is to clarify that Aflac is not health insurance. An objection that communicates skepticism can be proven by sharing the statistics and facts of Aflac, as long as you have probed and connected first. The reason these different types of objections have different goals is that it’s far too easy to just jump to present. You have heard these same objections 1,000 times, but you still must discipline yourself to probe and connect, as that’s where the credibility is earned.On the following slides you’ll see some additional examples of common objections and the process for handling them.
  • Instructor notesThere are, of course, different types of objections. You may run into an objection about “health insurance.” This is simply a misconception, and in your present step your job is to clarify that Aflac is not health insurance. An objection that communicates skepticism can be proven by sharing the statistics and facts of Aflac, as long as you have probed and connected first. The reason these different types of objections have different goals is that it’s far too easy to just jump to present. You have heard these same objections 1,000 times, but you still must discipline yourself to probe and connect, as that’s where the credibility is earned.On the following slides you’ll see some additional examples of common objections and the process for handling them.
  • Instructor notes-- Walk through the slide --
  • Instructor notes-- Walk through the slide --
  • Monday morning meeting 022414

    1. 1. Welcome To The Sugar Land District Online Joaquin M Davila District Sales Coordinator Joaquin@thesugarlanddistrict.com
    2. 2. District Top Associate is
    3. 3. Agenda  Introduction  The methodology – Handling objections  Things to Remember  Tools and Resources  District Contest Winner  Message from Larry Rangel and Angela Hernandez  Team break out sessions
    4. 4. Introduction Learning how to effectively overcome objections is a skill that separates the high performers from the low performers. Many salespeople think of objections as a bad thing, but they're missing the big picture. If your prospect raises an objection, that's actually a good sign. The fact that they're talking out their concern with you means that they're open to what you’re talking about. And it will give you a chance to answer their concern. The fact is, most objections come down to four things:
    5. 5. Continuation- Intro • Need: The prospect has to need what you’re selling. It’s up to you to build that need. • Timing: Everyone has heard, “Now is just not the right time.” Build the business case by demonstrating ROI while also selling the emotional need for our products. • Trust: Your prospects have to trust you. You build trust the old fashion way – by earning it. Be yourself and be genuine. • Money: This is the most common objection, but many times it’s not the real issue. Dig deep and ask questions to find the real objection.
    6. 6. Continuation-Intro The good news is: All objections can be answered by following a simple process and it starts with one fundamental skill – listening. Sounds easy enough right? Most people think they’re great listeners, but the reality is very few really are. Listening intently can help you decipher a prospect’s real needs and concerns. Most low performers are so eager to “start selling” they miss this golden opportunity to build trust and lose the sale as a result.
    7. 7. The methodology – Handling objections This short video on handling objections is a great primer for discussion. Learning how and when to ask questions is a key step on the road to learning how to overcome a variety of objections. As you explore the objections section, this is a great opportunity for role-playing and coaching. After going through the guides below with your team, allow team members to share their experiences and how they handled specific objections.
    8. 8. Video on handling objections
    9. 9. Handling Objections 1 ©2013 Aflac Incorporated ©2013 Aflac Incorporated 10 10
    10. 10. The Aflac Sales Conversation Model Opener Sales Trailer  Build rapport  Introduce  Establish credibility ? Value Case  Preview of Aflac  Educate and generate curiosity Discussion Close  Discover needs  Educate about Aflac’s products Questions ! ! Objections ! Stories ! # Statistics ©2013 Aflac Incorporated !  Earn their approval to enroll employees ! ! 11 11
    11. 11. Handling Objections Make sure you understand why they’re objecting. This allows you to craft an appropriate sales Probe trailer or a Value Case in response. Ask an expansion question to better understand the objection. Connect with the prospect to ensure that you understand their concern. Connections can also be used Connect to ‘seed’ common objections. The objective is to let the employer know you’re on their side Address the objection head on. Use the Sales Trailer or Value Case as the approach to respond. Present Move Forward ©2013 Aflac Incorporated Refrain from giving too much information – remember your goal is just secure the meeting. Make sure you’re moving the conversation forward in a professional manner. ‘Moving Forward’ can be used to address other objections or to move ahead with the appointment 12 12
    12. 12. Handling Objections If misconception, then clarify If skepticism, then prove If real drawback, then show big picture If real complaint, then show action ©2013 Aflac Incorporated 13 13
    13. 13. Handling Objections If misconception, then clarify If skepticism, then prove If real drawback, then show big picture If real complaint, then show action ©2013 Aflac Incorporated 14 14
    14. 14. Handling Objections “I can’t afford any more coverage” Probe Connect Present Move Forward ©2013 Aflac Incorporated Tell me how much you think a policy with Aflac costs, roughly? I completely understand your concern about budget. Everyone is feeling pressure with increased consumer medical spending What’s great about Aflac is that we offer a range of products to fit any budget. I would love to tell you more about some of these products. 15 15
    15. 15. Handling Objections “I had a claim that wasn’t covered” Connect Probe Present Move Forward ©2013 Aflac Incorporated I’m really sorry to hear about that. Do you mind telling me what happened? If you can provide me with some additional information, I can contact Aflac for you and see if I can help with your claim. I’ll start working on this today. Are you available next Tuesday or Thursday to meet? 16 16
    16. 16. Things to Remember • Educate yourself about the prospect’s business, industry and competitors. This is where it all starts. You cannot effectively overcome an objection if you’re not prepared and armed with knowledge about your prospect. With this knowledge, you can get a good sense of where you can add value, and how your services might help. By simply looking at what their competitors are doing, you gain valuable insights and ideas, and your prospect will take note. • Focus on outcomes, not process. Nobody buys a process – people buy results. By focusing on the value you deliver and the outcomes you’ll achieve, not the mechanics of how you’ll achieve it, you set yourself apart.
    17. 17. Continue – Things to remember • Dig deep and probe with your questions based on the research you’ve done. Don’t give up if your initial questions don’t uncover anything meaningful. Explore different possibilities, as you might discover needs and possibilities that you initially dismissed. • Be persistent. If you discover something early, don’t stop there. Continue to dig deep and find the root cause of the need. Discover all the possible needs to create the most value and the most robust solution.
    18. 18. Other tools and resources Handling objections is just one part of the sales conversation.
    19. 19. In Conclusion As you’ve seen, handling objections is just one part of the sales conversation. In order to get better at overcoming objections and close more sales you must have three things: • Knowledge: There’s great material on Sales Academy to help you. It’s been tested. It works. Invest the time to learn the methodology behind handling objections. • Skill: Practice and polish your presentations and responses. More than anything – work on becoming a good listener. • Discipline: This part is up to you. How badly do you want to be great?
    20. 20. District Contest Winner Is……….
    21. 21. Name
    22. 22. Message from Cit’s
    23. 23. ***Please Make sure that you have completed your weekly activity log under the weekly activity Tab. http://www.thesugarlanddistrict.com/weekly-activity
    24. 24. Cit Breakout Sessions

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