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Objection handling


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Objection handling

  1. 1. Objection Handling Eric Ravina 22nd August 2011
  2. 2. What is an objection?
  3. 3. Objection - opportunity toexpose and explore reasonsto book on to the event.
  4. 4. Buying signalusually a question asked based on yourinformationif the prospect asks for the price at the end orin the middle of the conversation it is usually agood sign of interestif the prospect asks in the beginning it is usuallya means of getting you off the phone
  5. 5. Objection handling- the skill to deal withany given objection andto turn it from NO into aYES
  6. 6. An objection can be either TRUEor FALSE.A false objection comes up anytime prior to you giving out theprice and asking for business. Weknow this because it means theprospect is objecting when in factthey do not know enough aboutthe opportunity, details, features,benefits, etc. That is why it is afalse objection.
  7. 7. Examples:Prospect not listeningSpeak to marketingI am going into a meeting sosend me some informationWhat’s the price?We have been contactedbefore about this
  8. 8. A true objection comes upafter you have quoted theprice and asked for thebusiness after the full pitch.True objections help usunderstand the prospect’sconcerns and allow us toaddress them in a confidentway
  9. 9. The proven process of objection handling:
  10. 10. The proven process of objection handling:
  11. 11. Dealing with a “MR.GURU” objection
  12. 12. “I only speak atconferences”• Empathise: Massage the ego.• Clarify – So to understand you, you only get involved in speaking at events. Is that correct? Is it a corporate or a personal policy?• Isolate/Validate – Putting that issue aside, I take it you liked the programme? What specifically caught your interest?
  13. 13. • Overcome• Branding and exclusivity:• (Name), have you ever attended an ME event? We limit these types of event to 40 delegates, of which a large majority are former speakers and so the level & quality of the audience is never an issue. We also make a point of not inviting vendors as delegates, to ensure that you won’t be bombarded with sales pitches at the event.
  14. 14. • Interactiviy:• (Name), I want to picture the auditorium. Now what we encourage at the event is a forum- like atmosphere. It’s not a group of people lecturing on a stand; it’s very interactive, almost like a debate with microphones in the audience. Most of the true value is not in the program but in the intense discussions that follow each presentation.
  15. 15. • Speaking ops:• (Name), all the speakers you see on the program have attended as delegates at previous events. Now what I suggest is the following: If you’re committed to speaking, why not come down as a delegate to this event and I will introduce you to the producer, you can see how we operate, we can see how you can add value to our future programs because we don’t want you to come to just this event. We want (company name) to be involved in a series of events.• I really want your present at this event considering all of your peers are there. Why don’t we do that?
  16. 16. Important Notes• the more you do it the better you get, so don’t fear objections! There is always, always an objection – you need to find out what it is.• when you are practiced enough in the art, you will actually change your perspective, instead of fearing the objection and pitching in such a way as to hopefully avoid any coming up you will welcome them and pitch in such a way as to encourage objections.
  17. 17. Questions?