Objection handling
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This document provides guidance on handling sales objections. It defines cold calling and sales objections. For objections, the key is to fully listen to understand the true concern, then respond properly while confirming the objection has been satisfied. Common objections include need, urgency, trust, and money. For money objections, discuss value rather than costs. Effective handlers choose words wisely, understand the root objection, and get back to emphasizing the solution's value.
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This document discusses sales objections and how to handle them effectively. It defines an objection as anything that slows down or stops the buying process. Objections should be viewed as opportunities to provide more information to prospects. The document outlines different types of objections including related to need, price, features, time, and source. It provides techniques for handling objections such as boomerang, chunking, conditional close, and LAARC. After addressing objections, salespeople should use a trial close to determine if further objections exist before proceeding to close the sale. If objections cannot be overcome, the presentation should be focused on key benefits before attempting to close.
The secret to closing the sale
This document provides techniques for improving sales closing skills. It discusses that enthusiasm, belief in the product, and persistence are key to success. Specific closing techniques include finding the "hot button" benefit for each customer, using suggestive language to imply the purchase decision has been made, inviting customers to "give it a try", and telling relevant stories about how others benefited from the product. Qualifying customers and addressing their fears around purchase decisions are also important. The overall message is that sales is a skill developed through practice of different closing approaches.
Chp 12 Prospects Objections ppt
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
Gaining Commitment & Closing
1. Gaining commitment from buyers is an important part of the sales process. Salespeople should not rely solely on buyers to initiate the purchase and should actively seek commitment.
2. There are various techniques for gaining commitment such as trial closes, direct requests, benefit summaries, and probing methods to understand any hesitations. It is important to avoid coming across as too aggressive.
3. If commitment is obtained, the salesperson should have no surprises, confirm the choice, get the signature, show appreciation, and cultivate the relationship for future sales. If not obtained, the salesperson should discover the cause and maintain a positive perspective for future opportunities.
20 Best Sales Objections Handling Techniques - Infographic
Having troubles with handling customers objections? Here are 20 Best tips and tricks that will teach you to deal with all types of the customers objections in sales.
Full text article: http://www.logision.com/knowledge/sales-objection-handling
Increase sales with LOGISION! http://www.logision.com/
More business related articles: http://www.logision.com/knowledge
Closing: A Natural Step in the Sales Process
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Overcoming objections jim duffy
Objections are a normal part of any sales process and can be either true concerns or false objections meant to stall or delay the sale. The document outlines that objections should initially be treated as false and postponed or ignored, but if raised again are likely true concerns. It recommends isolating the specific objection, re-explaining to address misunderstandings or overcoming genuine disadvantages with more benefits. The overall goal is to keep control of the conversation, understand the root cause of the objection, and then close the sale once satisfied.
Salesmanship report obtaining commitment
The document discusses obtaining commitment from prospects in sales. It addresses when is the best time to seek commitment, which includes watching for verbal and nonverbal cues from the prospect that indicate they are ready. The document also discusses different methods salespeople may use to obtain commitments, such as having the prospect agree to a demonstration or pass along an endorsement. Additionally, it examines traditional closing methods like the minor point close and continuous yes close, as well as more effective approaches like benefit summaries and probing questions. The best way to obtain commitment is to focus on addressing the prospect's needs and pain points rather than pressuring them or appealing to emotions.
Recommended
Sm10
This document discusses sales objections and how to handle them effectively. It defines an objection as anything that slows down or stops the buying process. Objections should be viewed as opportunities to provide more information to prospects. The document outlines different types of objections including related to need, price, features, time, and source. It provides techniques for handling objections such as boomerang, chunking, conditional close, and LAARC. After addressing objections, salespeople should use a trial close to determine if further objections exist before proceeding to close the sale. If objections cannot be overcome, the presentation should be focused on key benefits before attempting to close.
The secret to closing the sale
This document provides techniques for improving sales closing skills. It discusses that enthusiasm, belief in the product, and persistence are key to success. Specific closing techniques include finding the "hot button" benefit for each customer, using suggestive language to imply the purchase decision has been made, inviting customers to "give it a try", and telling relevant stories about how others benefited from the product. Qualifying customers and addressing their fears around purchase decisions are also important. The overall message is that sales is a skill developed through practice of different closing approaches.
Chp 12 Prospects Objections ppt
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
Gaining Commitment & Closing
1. Gaining commitment from buyers is an important part of the sales process. Salespeople should not rely solely on buyers to initiate the purchase and should actively seek commitment.
2. There are various techniques for gaining commitment such as trial closes, direct requests, benefit summaries, and probing methods to understand any hesitations. It is important to avoid coming across as too aggressive.
3. If commitment is obtained, the salesperson should have no surprises, confirm the choice, get the signature, show appreciation, and cultivate the relationship for future sales. If not obtained, the salesperson should discover the cause and maintain a positive perspective for future opportunities.
20 Best Sales Objections Handling Techniques - Infographic
Having troubles with handling customers objections? Here are 20 Best tips and tricks that will teach you to deal with all types of the customers objections in sales.
Full text article: http://www.logision.com/knowledge/sales-objection-handling
Increase sales with LOGISION! http://www.logision.com/
More business related articles: http://www.logision.com/knowledge
Closing: A Natural Step in the Sales Process
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Overcoming objections jim duffy
Objections are a normal part of any sales process and can be either true concerns or false objections meant to stall or delay the sale. The document outlines that objections should initially be treated as false and postponed or ignored, but if raised again are likely true concerns. It recommends isolating the specific objection, re-explaining to address misunderstandings or overcoming genuine disadvantages with more benefits. The overall goal is to keep control of the conversation, understand the root cause of the objection, and then close the sale once satisfied.
Salesmanship report obtaining commitment
The document discusses obtaining commitment from prospects in sales. It addresses when is the best time to seek commitment, which includes watching for verbal and nonverbal cues from the prospect that indicate they are ready. The document also discusses different methods salespeople may use to obtain commitments, such as having the prospect agree to a demonstration or pass along an endorsement. Additionally, it examines traditional closing methods like the minor point close and continuous yes close, as well as more effective approaches like benefit summaries and probing questions. The best way to obtain commitment is to focus on addressing the prospect's needs and pain points rather than pressuring them or appealing to emotions.
Easy steps to closing a Sale
Sales and marketing requires planning, execution, and persistence to close deals. The three-tier approach of plan-execute-win is effective for new salespeople. It is important to listen to understand clients' needs, build close relationships over time, and provide true value at a fair price to seal deals. The steps to making a sale involve prospecting potential clients, conducting an interview to present your product and engage the client, and closing the sale by addressing any objections. With preparation, confidence, and responding thoughtfully to doubts, salespeople can advance their presentations and close more deals over time.
Business booklet
This document provides information for business professionals on topics like customer service, sales, leadership, and management. It discusses techniques for handling customer complaints and focusing on customer needs. Some key points:
- The seven techniques for defusing angry customers are empathize, apologize, appreciate, assure, confirm, selectively agree, and set limits.
- When handling complaints, businesses should listen to customers, understand their perspective, ask questions, take action to resolve issues, and follow up to ensure satisfaction.
- Developing strong communication, listening, problem-solving, questioning, and organization skills are important for salespeople. Maintaining a positive attitude and acting with integrity are also valuable traits.
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The document outlines five rules for closing a sale:
1. You cannot sell anything to someone, but you can help them talk themselves into buying by helping them make a decision.
2. It is not about you, it is about the prospect and what they want to discuss.
3. Assume the sale by believing you offer the best solution and that you are talking to buyers, not just shoppers.
4. Close on minor points - if you agree on details, the major purchase will follow.
5. Take "no" to mean "not yet" - if you assume the sale, "no" just means you missed something and need to ask more questions.
Overcoming objections
The document discusses objections in sales and how to handle them effectively. It defines an objection as a customer concern or question rather than an excuse. Objections are opportunities to provide information and address customer needs. While many salespeople see objections as bad, they are actually good signs that the customer is engaged and giving the salesperson a chance to respond. The document provides tips on distinguishing real from fake objections, techniques for responding like using "feel, felt, found", turning objections into benefits, and common objections and strategies to overcome them like breaking down costs, facilitating decision meetings, building trust with experience and references, and making the decision to hire easy.
How To Close A Sale
The document discusses closing sales, including identifying customer types, recognizing buying signals, timing the close, handling objections, and closing techniques. It defines closing a sale as obtaining agreement to buy from the customer. Buying signals like facial expressions and comments help determine readiness. Techniques include trial closes, the which close between two items, and explaining services to overcome objections using a service close. Preparing responses to potential objections is also advised.
How to Handle Sales Objections in 5 Steps
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
handling objection sales script
This document contains sales scripts for handling common objections from clients regarding various types of insurance products. For a health insurance objection where the client says they can't afford it currently, the script recommends pointing out that if they cannot pay bills while healthy and working, they will not be able to pay much larger medical bills if they become sick or injured. For an objection about not needing life insurance due to being single with no dependents, the script notes that marital status can change and insurance can provide independence for retirement needs. When clients want to think over purchasing insurance, scripts suggest the time to buy is before needing it due to an unforeseen event.
How to Close a Sale (Without Being Obnoxious)
How does a salesperson ‘ask the customer for the business’ without sounding obnoxious? How does one close the sale without being or feeling like a jerk? How should salespeople conduct themselves at the crucial 'close' stage' of the sale, so that they do not inadvertently end up causing the customer to shut them out?
This post examines the reasons the 'close' often turns into an unpleasant, if not an outright nightmare, situation for both customer and salesperson.
It also suggests how salespeople can effectively close the sale.
Chapter 8 handling objections sp12
The document discusses techniques for handling objections in sales, including listening without interrupting, understanding the objection, remaining positive, empathizing with the customer, providing evidence to address their concerns, and maintaining a positive attitude and behavior. It provides examples of common objections, steps to overcoming objections, and emphasizes selling the benefits rather than just the features to convince the customer.
Closing Sales Sample
The document provides tips for closing sales and overcoming objections from customers. It discusses the importance of fully understanding customers' needs and creating excitement for the product or service. It also emphasizes that closers should be confident, believe in what they are selling, and not take rejection personally. Trial close questions are recommended to gauge customer interest and get feedback on minor decisions before fully closing the sale.
Sales Closing
The document discusses the characteristics of top salespeople, the psychology of closing sales, buying signals, and closing techniques. It outlines that top salespeople are solution-oriented, persistent, and treat customers as a top priority. The psychology of closing requires understanding customer needs and proposing the right solution while connecting with the customer. Buying signals include rapid talking and changes in behavior. Closing techniques discussed are the ascending close using a series of yes questions, the Ben Franklin close comparing pros and cons, and using relevant stories.
Closing the Sale
This document provides guidance on closing sales, including when to close, techniques for closing, common mistakes to avoid, and what to do if a sale is not made. It recommends closing a minimum of 3 times using techniques like alternative choice, assumptive, compliment, and summary of benefits closes. The document also emphasizes recognizing buying signals, overcoming objections, leaving the door open if a sale is not made, and staying positive.
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This chapter aims to provide an understanding of closing sales and techniques for doing so successfully. It discusses concepts like obtaining agreement from the customer, timing the close based on customer readiness, looking for buying signals, and performing a trial close. It also covers general rules, specialized closing methods, and how to close in different contexts like business-to-business and retail. The document emphasizes maintaining a positive attitude after failed closes and preparing for future interactions. It stresses that success requires training, experience, and possessing mental characteristics like honesty, responsibility, courage, and enthusiasm.
What to do when your customer says no
This document provides tips for handling objections when customers say "no" to sales offers. It advises salespeople to (1) prepare for objections by anticipating declines and crafting responses to common objections, (2) pay heed to every potential objection and have well-thought answers prepared rather than improvising, and (3) ask customers why they declined in order to find avenues to overcome their objections and make the sale. It also recommends improving offers if the initial one is not enough, and being prepared to address money or budget issues with options like payment plans or credit resources.
10 Tips for Getting What You’re Worth - Negotiation & Objection Handling
10 Tips for Getting What You’re Worth - Negotiation & Objection Handling by Dan Thompson
Sales Hacker Series - New York City - November 20, 2014
Handling Resistance: The Sale Begins When the Customer Says No
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.
Sales Enhancement Objection Handling
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.
Sales objection
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
Mvt spark module objecttion handling
The document provides tips and guidelines for handling objections from prospects in a direct selling business. It begins by stating that every objection is an opportunity to close the deal or sign up the prospect. It then lists some common objections like "no time, no money" and suggests responses. The tips include actively listening, never arguing, using a "feel, felt, found" response format, and recognizing whether objections are genuine or excuses to avoid signing up. Specific objections and recommended answers are also provided.
20 Best Sales Objections Handling Techniques - Slides
Do you have troubles with customer objections? Or you'd like to close more deals? Learn how you can easily deal with sales objections. Please Share and Like this presentation!
Full text article about sales objections handling: http://www.logision.com/knowledge/sales-objection-handling
Video: https://www.youtube.com/watch?v=fa_n6UHt_CI
More business articles: http://www.logision.com/knowledge
Optimize your business with Logision: http://www.logision.com/
The upside of anger
This document provides tips for handling angry customers in a way that improves the customer relationship and turns complaints into opportunities. It advises listening without judgment to understand the customer's feelings and concerns. Representatives should remain calm and focus on solving the problem rather than blame. Resolving issues promptly is important to satisfy customers and earning their loyalty. Regular communication is also key when resolution may take longer than expected.
Sm 11
The document provides guidance on when and how to close a sale. It advises closing a sale only when the buyer is in the "conviction stage" and ready to buy. It outlines buying signals that indicate readiness, such as repeating questions or asking for pricing. The document also discusses qualities of effective closers, techniques for closing, using visual aids, handling rejections professionally, and learning from successes and failures.
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Sales and marketing requires planning, execution, and persistence to close deals. The three-tier approach of plan-execute-win is effective for new salespeople. It is important to listen to understand clients' needs, build close relationships over time, and provide true value at a fair price to seal deals. The steps to making a sale involve prospecting potential clients, conducting an interview to present your product and engage the client, and closing the sale by addressing any objections. With preparation, confidence, and responding thoughtfully to doubts, salespeople can advance their presentations and close more deals over time.
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This document provides information for business professionals on topics like customer service, sales, leadership, and management. It discusses techniques for handling customer complaints and focusing on customer needs. Some key points:
- The seven techniques for defusing angry customers are empathize, apologize, appreciate, assure, confirm, selectively agree, and set limits.
- When handling complaints, businesses should listen to customers, understand their perspective, ask questions, take action to resolve issues, and follow up to ensure satisfaction.
- Developing strong communication, listening, problem-solving, questioning, and organization skills are important for salespeople. Maintaining a positive attitude and acting with integrity are also valuable traits.
- There are five
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The document outlines five rules for closing a sale:
1. You cannot sell anything to someone, but you can help them talk themselves into buying by helping them make a decision.
2. It is not about you, it is about the prospect and what they want to discuss.
3. Assume the sale by believing you offer the best solution and that you are talking to buyers, not just shoppers.
4. Close on minor points - if you agree on details, the major purchase will follow.
5. Take "no" to mean "not yet" - if you assume the sale, "no" just means you missed something and need to ask more questions.
Overcoming objections
The document discusses objections in sales and how to handle them effectively. It defines an objection as a customer concern or question rather than an excuse. Objections are opportunities to provide information and address customer needs. While many salespeople see objections as bad, they are actually good signs that the customer is engaged and giving the salesperson a chance to respond. The document provides tips on distinguishing real from fake objections, techniques for responding like using "feel, felt, found", turning objections into benefits, and common objections and strategies to overcome them like breaking down costs, facilitating decision meetings, building trust with experience and references, and making the decision to hire easy.
How To Close A Sale
The document discusses closing sales, including identifying customer types, recognizing buying signals, timing the close, handling objections, and closing techniques. It defines closing a sale as obtaining agreement to buy from the customer. Buying signals like facial expressions and comments help determine readiness. Techniques include trial closes, the which close between two items, and explaining services to overcome objections using a service close. Preparing responses to potential objections is also advised.
How to Handle Sales Objections in 5 Steps
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
handling objection sales script
This document contains sales scripts for handling common objections from clients regarding various types of insurance products. For a health insurance objection where the client says they can't afford it currently, the script recommends pointing out that if they cannot pay bills while healthy and working, they will not be able to pay much larger medical bills if they become sick or injured. For an objection about not needing life insurance due to being single with no dependents, the script notes that marital status can change and insurance can provide independence for retirement needs. When clients want to think over purchasing insurance, scripts suggest the time to buy is before needing it due to an unforeseen event.
How to Close a Sale (Without Being Obnoxious)
How does a salesperson ‘ask the customer for the business’ without sounding obnoxious? How does one close the sale without being or feeling like a jerk? How should salespeople conduct themselves at the crucial 'close' stage' of the sale, so that they do not inadvertently end up causing the customer to shut them out?
This post examines the reasons the 'close' often turns into an unpleasant, if not an outright nightmare, situation for both customer and salesperson.
It also suggests how salespeople can effectively close the sale.
Chapter 8 handling objections sp12
The document discusses techniques for handling objections in sales, including listening without interrupting, understanding the objection, remaining positive, empathizing with the customer, providing evidence to address their concerns, and maintaining a positive attitude and behavior. It provides examples of common objections, steps to overcoming objections, and emphasizes selling the benefits rather than just the features to convince the customer.
Closing Sales Sample
The document provides tips for closing sales and overcoming objections from customers. It discusses the importance of fully understanding customers' needs and creating excitement for the product or service. It also emphasizes that closers should be confident, believe in what they are selling, and not take rejection personally. Trial close questions are recommended to gauge customer interest and get feedback on minor decisions before fully closing the sale.
Sales Closing
The document discusses the characteristics of top salespeople, the psychology of closing sales, buying signals, and closing techniques. It outlines that top salespeople are solution-oriented, persistent, and treat customers as a top priority. The psychology of closing requires understanding customer needs and proposing the right solution while connecting with the customer. Buying signals include rapid talking and changes in behavior. Closing techniques discussed are the ascending close using a series of yes questions, the Ben Franklin close comparing pros and cons, and using relevant stories.
Closing the Sale
This document provides guidance on closing sales, including when to close, techniques for closing, common mistakes to avoid, and what to do if a sale is not made. It recommends closing a minimum of 3 times using techniques like alternative choice, assumptive, compliment, and summary of benefits closes. The document also emphasizes recognizing buying signals, overcoming objections, leaving the door open if a sale is not made, and staying positive.
Closing the sale
This chapter aims to provide an understanding of closing sales and techniques for doing so successfully. It discusses concepts like obtaining agreement from the customer, timing the close based on customer readiness, looking for buying signals, and performing a trial close. It also covers general rules, specialized closing methods, and how to close in different contexts like business-to-business and retail. The document emphasizes maintaining a positive attitude after failed closes and preparing for future interactions. It stresses that success requires training, experience, and possessing mental characteristics like honesty, responsibility, courage, and enthusiasm.
What to do when your customer says no
This document provides tips for handling objections when customers say "no" to sales offers. It advises salespeople to (1) prepare for objections by anticipating declines and crafting responses to common objections, (2) pay heed to every potential objection and have well-thought answers prepared rather than improvising, and (3) ask customers why they declined in order to find avenues to overcome their objections and make the sale. It also recommends improving offers if the initial one is not enough, and being prepared to address money or budget issues with options like payment plans or credit resources.
10 Tips for Getting What You’re Worth - Negotiation & Objection Handling
10 Tips for Getting What You’re Worth - Negotiation & Objection Handling by Dan Thompson
Sales Hacker Series - New York City - November 20, 2014
Handling Resistance: The Sale Begins When the Customer Says No
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.
Sales Enhancement Objection Handling
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.
Sales objection
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
Mvt spark module objecttion handling
The document provides tips and guidelines for handling objections from prospects in a direct selling business. It begins by stating that every objection is an opportunity to close the deal or sign up the prospect. It then lists some common objections like "no time, no money" and suggests responses. The tips include actively listening, never arguing, using a "feel, felt, found" response format, and recognizing whether objections are genuine or excuses to avoid signing up. Specific objections and recommended answers are also provided.
20 Best Sales Objections Handling Techniques - Slides
Do you have troubles with customer objections? Or you'd like to close more deals? Learn how you can easily deal with sales objections. Please Share and Like this presentation!
Full text article about sales objections handling: http://www.logision.com/knowledge/sales-objection-handling
Video: https://www.youtube.com/watch?v=fa_n6UHt_CI
More business articles: http://www.logision.com/knowledge
Optimize your business with Logision: http://www.logision.com/
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Common sales objections leave both customers and salespeople unsatisfied. The Five Point Close is a proven technique to increase closing ratios by 50% or more with practice. It involves: 1) agreeing with objections, 2) overcoming them, 3) providing strong selling points, 4) creating urgency, and 5) directly asking for the order. Mastering this technique helps salespeople sell to anyone who has the need and means through qualifying leads and overcoming objections.
Defuse Explosive Miscommunication Land Mines
The document provides strategies for effectively addressing objections, questions, and concerns that arise during sales conversations. It suggests replacing the word "objection" with more positive terms like "question" or "concern" and viewing them as opportunities rather than roadblocks. The strategies include listening carefully, understanding the real issue or concern, addressing it conversationally with clarity and agreement, and using visual aids when possible. Customers are more likely to move forward once their questions or concerns have been adequately answered.
Chapter9 mktg2
This document provides guidance on making effective sales calls. It discusses making a good first impression, identifying customer needs through open-ended questions, offering solutions that address the identified needs, assessing customer reactions, building credibility, and selling to groups. The key elements are making the customer comfortable, understanding their problems, demonstrating how your product solves those problems, adjusting based on their feedback, establishing trustworthiness, and tailoring your approach for group settings.
Selling process
This document outlines the key steps and techniques in the sales process, including need identification, presentation, dealing with objections, negotiation, and closing the sale. It discusses how salespeople can distinguish customer needs, apply different questioning strategies, and understand demonstrations, negotiations and objections handling. The 7 phases of the selling process are identified as opening, need identification, presentation, objections, negotiation, closing, and follow up. Techniques within each phase like open-ended questions, benefits identification, listening, agreeing and countering are described.
How to win over a Customer.pptx
1. The document provides guidance on how to win over customers by discussing important sales strategies and techniques.
2. It emphasizes the importance of product knowledge, identifying customer needs and preferences, planning visits and calls, active listening, building trust, creating demand, achieving win-win situations, getting referrals, and providing after-sales support.
3. Mastering these skills can help salespeople close more sales, build strong customer relationships, and increase customer loyalty and satisfaction.
Frankfinn Presentation on Customer Relationship Management by Hricha Dhungel
This document is a presentation on customer relationship management submitted by Hricha Dhungel. It contains an introduction to CRM, tasks on defining key terms like customer and customer service, analyzing customer needs and satisfaction levels during a visit to Big Bazar store, skills for customer service, and how to handle angry customers. The presentation concludes with lessons learned on customer retention and a bibliography.
Connecting: The Key to a Successful Buying and Selling Relationship
You only meet a new customer for the first time once. What is done at that time sets up the relationship you will have from that moment forward. In a consumer research article in the Wall Street Journal, 57% of the respondents stated, “The reason I didn’t buy was because I didn’t like the salesperson”. This means customers are more likely to say yes to someone they like.
However, before customers will like you, you must demonstrate through words and actions that you like customers. The strategies for ‘liking’ are developed in this PowerPoint seminar.
There are four distinct elements which make up the ‘Connecting’ process:
1.Attitude
2.Building rapport
3.Presentation
4.Determining needs
Customer 111
This document discusses tips for providing good customer service. It emphasizes the importance of keeping promises to customers, listening attentively to customers, dealing with complaints in a helpful manner, and taking extra steps to ensure customer needs are fully met. Reliability, attention, responsiveness and going above expectations are keys to satisfying customers.
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Frankfinn Presentation on Customer Relationship Management by Hricha Dhungel
Frankfinn Presentation on Customer Relationship Management by Hricha Dhungel
Connecting: The Key to a Successful Buying and Selling Relationship
Connecting: The Key to a Successful Buying and Selling Relationship
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Objection handling
- 2. Define Cold calling is a technique used by salespeople to contact individuals who have not previously expressed interest in the offered products or services. Cold calling typically refers to solicitation by phone or telemarketing, but can also involve in-person visits, such as with door-to-door salespeople.
- 3. Sales Objection A sales objection is an explicit expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you.
- 4. Do a bit Extra In other words, it's a clear signal that you have more work to do in the selling process.
- 5. USP Unique Selling point Find and memorise them , Point out them even when you sleep
- 6. Need Need: Buyer doesn't yet perceive, or doesn't yet admit, the need to solve a problem.
- 7. Urgency Urgency: Buyer doesn't yet see why the issue is pressing.
- 8. Trust: Trust: Buyer feels uncertainty about you, your solution, your company, or your outcomes Solution : History and Current news
- 9. Money Money: Buyer communicates that money is going to be an issue. No cost emi / Partial payment
- 10. 1. Listen Fully to the Objection Take the time to listen to the objection fully Don't react defensively Train yourself to ignore any negative emotions you may be feeling Stay focused on what the buyer is saying and the business problem you’re helping to solve Listen with the intent of fully understanding the buyer's concerns without bias or anticipation Allow your body language and verbal confirmations to communicate to the buyer that you're listening intently
- 11. 2.Understand the Objection Completely Many objections hide underlying issues that the buyer can't or isn't ready to articulate. Often the true issue isn't what the buyer first tells you. It's your job to get to the heart of the objection—to fully understand it and its true source.
- 12. 3. Respond Properly(Time) You should do your best to resolve their issue right away if possible. Don't wing it—when buyers sense a seller is ad libbing, it creates distrust. Long-winded responses can seem insincere, too, so keep your responses clear and to the point.
- 13. 4. Confirm You've Satisfied the Objection Once you've responded, check if you've satisfied all of their concerns. Just because they nodded during your response doesn't mean they agreed with everything you said. Ask if the buyer is happy with your solution and explain your solution further if necessary. Sometimes you need to go through a process to overcome sales objections, rather than a quick answer or a-ha moment
- 14. Choose your words wisely: As much as you might like to respond, “You get what you pay for,” or, “Those are our fees and we’re worth every penny,” don’t. There's no glib, pat answer to money objections.
- 15. It’s not all about the money “If money wasn’t an object, what then?” This will usually lead you to the root objection to the sale.
- 16. Get back to value Communicate a clear picture of the value of the solution you established in the selling process.
- 17. Don’t talk cost structure You’ll end up going down a slippery slope if you start justifying your price by what your costs are.
- 18. OPEN DISCUSSION What objections? What issues?
- 19. Author name – Suganya Leads To get Training pl mail suganyaleads@gmail.com