Answering objections is part of the selling process, it helps your sales prospect get to a yes. You can make this process easier by getting a few simple things right first time.

1. Make it easy for your
sales prospects to say yes
© 2010 Matizmo Ltd.

2. Introduction
© 2010 Matizmo Ltd.
“It’s too expensive, it’s too complicated, it won’t work for
my company, I’m happy with my current supplier, I don’t
understand it”

3. Introduction
© 2010 Matizmo Ltd.
“It’s too expensive, it’s too complicated, it won’t work for
my company, I’m happy with my current supplier, I don’t
understand it”
You name it, we’ve heard it.

4. Introduction
© 2010 Matizmo Ltd.
Welcome objections.
See them as an invitation to clarify your product or service,
rather than as the end of a conversation.

5. Introduction
© 2010 Matizmo Ltd.
Welcome objections.
See them as an invitation to clarify your product or service,
rather than as the end of a conversation.
Answering objections is part of the selling process, it helps
your sales prospect get to a yes. You can make this process
easier by getting a few simple things right first time.

6. In order for a sales prospect to
say yes, they have to see how
your product or service could
help their company
day to day.
Meet
a need.
© 2010 Matizmo Ltd.

7. In order for a sales prospect to
say yes, they have to see how
your product or service could
help their company
day to day.
Meet
a need.
© 2010 Matizmo Ltd.
By seeking to understand your
client and their business
needs, you can ensure they are
getting precisely what
they need from you.

8. This understanding can lead to well
informed new product development.
Meet
a need.
© 2010 Matizmo Ltd.

9. This understanding can lead to well
informed new product development.
Meet
a need.
© 2010 Matizmo Ltd.
If you understand what they need, and cannot match it
to a product or service you currently have, then there
is an opportunity for future growth for your
own company.

10. Buying a new product or engaging a new
supplier always has an element of risk attached.
Take the
risk away.
© 2010 Matizmo Ltd.

11. Buying a new product or engaging a new
supplier always has an element of risk attached.
Take the
risk away.
© 2010 Matizmo Ltd.
Will the product meet
the expectations given
by the salesperson?

12. Buying a new product or engaging a new
supplier always has an element of risk attached.
Take the
risk away.
© 2010 Matizmo Ltd.
Will the product meet
the expectations given
by the salesperson?
Will the new supplier
deliver on time and in
the manner agreed?

13. Buying a new product or engaging a new
supplier always has an element of risk attached.
Take the
risk away.
© 2010 Matizmo Ltd.
Will the product meet
the expectations given
by the salesperson?
Will the new supplier
deliver on time and in
the manner agreed?
You can mitigate this risk by a number of means, for example:-

14. These provide a great opportunity to showcase your current
clients and describe how they have used your product or service
to their advantage.
Case
Studies.
© 2010 Matizmo Ltd.

15. These provide a great opportunity to showcase your current
clients and describe how they have used your product or service
to their advantage.
Case
Studies.
© 2010 Matizmo Ltd.
It shows the sales prospect
that others have taken the risk
and it has paid off.

16. These provide a great opportunity to showcase your current
clients and describe how they have used your product or service
to their advantage.
Case
Studies.
© 2010 Matizmo Ltd.
It shows the sales prospect
that others have taken the risk
and it has paid off.
Keep case studies up to date
and only give the prospect case
studies that are relevant to their
own situation.

17. The price of a product or service could
represent a big risk to a company.
Adjust
the price.
© 2010 Matizmo Ltd.

18. The price of a product or service could
represent a big risk to a company.
Adjust
the price.
© 2010 Matizmo Ltd.
By adjusting it, i.e. lowering it,
to a level that the prospect feels
more comfortable with you
could get the sale.

19. The price of a product or service could
represent a big risk to a company.
Adjust
the price.
© 2010 Matizmo Ltd.
By adjusting it, i.e. lowering it,
to a level that the prospect feels
more comfortable with you
could get the sale.
However, an element of caution
is needed with this approach as it
may devalue your product
or service permanently.

20. Often sales prospects
need to see your product
or service in action before
they can see how it could
be useful to them.
Agree to
a trial.
© 2010 Matizmo Ltd.

21. Often sales prospects
need to see your product
or service in action before
they can see how it could
be useful to them.
Agree to
a trial.
© 2010 Matizmo Ltd.
If it gets you to a yes,
you may consider the
practicalities of
offering this to
wavering prospects.

22. Your sales material could be the
first introduction a sales
prospect gets to your company.
Produce and distribute top quality
sales enablement material.
© 2010 Matizmo Ltd.

23. Your sales material could be the
first introduction a sales
prospect gets to your company.
Produce and distribute top quality
sales enablement material.
© 2010 Matizmo Ltd.
A well-produced set of
promotional materials
will help to get the
client to say yes.

24. Your sales material could be the
first introduction a sales
prospect gets to your company.
Produce and distribute top quality
sales enablement material.
© 2010 Matizmo Ltd.
A well-produced set of
promotional materials
will help to get the
client to say yes.
It will also give them the tools to be an internal advocate
for you within their own company.

25. Of course, sales people are trained to speak to and deal with the
decision maker, but in a time where economic pressures are
obvious within tech companies, they have to be able to
justify every expenditure.
Produce and distribute top quality
sales enablement material.
© 2010 Matizmo Ltd.

26. Of course, sales people are trained to speak to and deal with the
decision maker, but in a time where economic pressures are
obvious within tech companies, they have to be able to
justify every expenditure.
Produce and distribute top quality
sales enablement material.
© 2010 Matizmo Ltd.
Your sales material will be used to do this.

27. During the process of
producing sales material
make sure you brief
the whole company on
what your key messages are.
Concise and
Congruent.
© 2010 Matizmo Ltd.

28. During the process of
producing sales material
make sure you brief
the whole company on
what your key messages are.
Concise and
Congruent.
© 2010 Matizmo Ltd.
From the receptionist to the CEO,
everyone should know the
essence of what you do
and be able to communicate
it in one sentence.

29. Why is this important?
Concise and
Congruent.
© 2010 Matizmo Ltd.
It reassures the client – everyone is saying
the same thing about the organisation and its
product or service.

30. Summary
© 2010 Matizmo Ltd.
The road from sales prospect to customer
is not a linear road.

31. Summary
Mitigate some of the twists and turns
by smoothing the road where you can.
© 2010 Matizmo Ltd.
The road from sales prospect to customer
is not a linear road.

32. Matizmo Ltd
Call: +44 (0) 1285 643180
Visit: www.matizmo.co.uk
Email: info@matizmo.co.uk
6–8 Dyer Street
Cirencester
Gloucestershire
GL7 2PF