The document discusses techniques for handling objections in sales presentations. It defines objections as opposition or resistance to information or requests from the salesperson. It identifies different types of objections like hidden, stalling, no-need, money, product, and source objections.
The document outlines basic points to consider when meeting objections like planning for objections, listening to understand the objection, and determining if it is a practical or psychological objection. It describes techniques for meeting objections such as dodging, rephrasing, postponing, sending objections back, and using a five-question sequence.
If an objection cannot be overcome, alternatives include concentrating on other benefits, admitting the limitation and showing how benefits outweigh it, or closing anyway
Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of sixty seven slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Retail Management Power Point Presentation Slides complete deck
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of sixty seven slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Retail Management Power Point Presentation Slides complete deck
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
This training module was used for up-training our current pool in handling objections.
The coverage is very basic and centered towards responding appropriately to different scenarios.
Elements of a Great Sales Presentation - Chapter 11 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Handling Resistance: The Sale Begins When the Customer Says NoBob Hafer
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
pert6 begin your presentation strategicly futrel.pptAntoniusFelix2
Begin Your Presentation Strategically
Pertemuan 10
Materi 1. The Tree of Business Life: The Beginning
2. What is the Approach?
3. The Right to Approach
4. The Approach - Opening the Sales Presentation
5. Technology in the Approach
6. Is the Approach Important?
7. Using Questions Results in Sales Success
8. Is the Prospect Still Not Listening?
9. Be Flexible in Your Approach
Sub CPMK Mahasiswa mampu mengidentifikasi pendekatan yang digunakan untuk mendapatkan perhatian audiens (C3, A3)
Bentuk dan Metode Pembelajaran Bentuk:
Kuliah
Metode:
Diskusi dan Studi Kasus
Pengalaman Belajar Mahasiswa Mahasiswa ditugaskan menentukan pendekatan yang dapat menarik perhatian audiens dalam proses presentasi penjualan
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5. 12-5
Prospect may object any time during sales
call
Always be ready to handle a prospect’s
objections
When Do Prospects Object?
6. 12-6
Objections and the Sales Process
Objections can occur at any time
When objections occur, quickly determine
what to do
7. 12-7
Basic Points to Consider in Meeting
Objections
Plan for objections
Anticipate objection before it arises
Handle objections as they arise –
postponement may cause a negative mental
picture or reaction
Be positive
Listen – hear them out
8. 12-8
Basic Points to Consider in Meeting
Objections, cont…
Understand objections
Request for information
A condition (negotiation can overcome a
condition)
Major or minor objection
Practical or psychological objection
9. 12-9
Practical vs. Psychological
Practical
Price
Product not needed
Prospect has overstock
Delivery schedules
Psychological
Resistance to $$
Pre-determined beliefs
Negative image of company/sales force
10. 12-10
Categories of Objections
Hidden
Unwilling to discuss true objections
Ask probing questions
Stalling
I’ll think it over
I’ll be ready to buy later this month
P. 377
11. 12-11
Categories of Objections
No-Need Objection
I’m not interested
Thanks for coming by
P. 379
Money Objection
Costs too much/price too high
Price Value Formula
Price/Value = Cost
14. 12-14
Techniques for Meeting Objections
Dodge: neither denies, answers, nor ignores
Pass up: seasoned salesperson
Rephrase: ‘Active listening’ an objection as a
question
(Exhibit 12-8)
15. 12-15
Techniques for Meeting Objections
Postponing: sometimes necessary
Boomerang: send it back
Smoke out objections
Five-question sequence (Exhibit 12-10)
17. 12-17
Techniques for Meeting Objections,
when they are incorrect….
Use direct denial tactfully
The indirect denial works
‘I agree’
‘Yes’
Compensation/counterbalance method
Show the benefits/value in profits
Third party answer
Proof of testimony
18. 12-18
Let’s Review! When Is It Time to Use a
Trial Close?
After making a strong selling point in the
presentation
After the presentation but before the close
After answering an objection
Immediately before you move to close the
sale
19. 12-19
Let’s Review! What Does the Trial
Close Allow You to Determine?
Whether the prospect likes your product’s
FAB – the strong selling point
Whether you have successfully answered the
objection
Whether any objections remain
Whether the prospect is ready for you to
close the sale
20. 12-20
What is an Example of a Trial Close
Used to Respond to an Objection?
“Does that answer your question?”
“With that question out of the way, we can go
ahead – don’t you think?”
21. 12-21
Once You Have Satisfactorily Responded to
the Objection, What Should You Do Next?*
Make a smooth transition back into your
presentation
“As we were discussing…”
Move to close the sale if you have completed
your presentation
Move to close again if objection was after a
close
22. 12-22
If you Cannot Overcome the Objection, What
Are Three Alternatives to Consider? (#1)
Return to presentation concentrating on new
or previously discussed FABs of your project.
23. 12-23
If you Cannot Overcome the Objection, What
Are Three Alternatives to Consider? (#2)
Admit it
Compensate for it by showing how your
product’s benefit(s) outweigh the
disadvantage(s)
24. 12-24
If You Cannot Overcome the Objection, What
Are Three Alternatives to Consider (#3)
If 100% sure the customer will not buy
Go ahead and close
Always ask for the order
Allow the buyer to say “no” – don’t say it yourself
Your competitor(s) may not be able to overcome
the objection(s) either
A competitor may make the sale because he/she asked
for it
Be professional, not pushy
Leave the door open for a return visit
25. 12-25
Exhibit 12.12: The Procedure to Follow
when a Prospect Raises an Objection
Prospect raises
an objection
Prospect raises
an objection
Response to
the objection
Response to
the objection Use a trial closeUse a trial close
Move into your
presentation
Move into your
presentation
Close the saleClose the sale
26. 12-26
If After Your Presentation You Received a Positive
Response to Your Trial Close, What Would You Do?
Approach
Presentation
Trial Close
Determine Objections
Meet Objections
Trial Close
Close
27. 12-27
If After You Meet the Objection You Received a Positive
Response to Your Trial Close, What Would You Do?
Approach
Presentation
Trial Close
Determine Objections
Meet Objections
Trial Close
CloseCloseCloseCloseCloseCloseCloseCloseCloseCloseCloseCloseCloseCloseCloseClose
28. 12-28
If After Your Presentation You Received a Negative
Response to Your Trial Close, What Would You Do?
Approach
Presentation
Trial Close
Determine Objections
Meet Objections
Trial Close
Close