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.
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
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
I presented an hour session on overcoming objections at Richard Mulvey's Power Series in Cape Town (21 April), Durban (22 April 2015) and Johannesburg (23 April 2015).
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
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
I presented an hour session on overcoming objections at Richard Mulvey's Power Series in Cape Town (21 April), Durban (22 April 2015) and Johannesburg (23 April 2015).
20 Best Sales Objections Handling Techniques - SlidesAndriy Popov
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/
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.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
20 Best Sales Objections Handling Techniques - SlidesAndriy Popov
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/
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.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
Objections, the real deal.
Objections aren't something to be scared of. In fact they should be welcomed as a request for further information. In this presentation we look at some simple steps that will eliminate you getting yourself in a muddle and dealing with objections in a positive way.
What is the difference between a goal and a SMART goal? People set goals every day, but people also fail to achieve these goals every day. Whether a person is setting a short-term goal for a task that needs to be finished today or another person is setting a long-term career goal that might take years to achieve, it is important for these individuals to set goals that give them the best possible chances for success. This seminar will teach you how to set and reach SMART goals, and it will also give you tools to identify whether your goals need adjusting if you are struggling to reach them.
HOW TO PROVIDE EXCELLENT AFTER SALE SERVICE by
learning about customer service engagement strategies and about managing expectations.
RESOURCES----------
BLOGS
Zen Desk Blog [www.zendesk.com/blog]
Help Scout Blog [www.helpscout.net/blog]
BOOKS
Exceeding Customer Expectations by Kirk Kazanjian
Driving Loyalty by Kirk Kazanjian
Zingerman’s Guide to Service by Ari Weinzweig
Nice Companies Finish First by Peter Shankman
Satisfaction by Chris Denove
These slides were part of a presentation given at an
I Love Marketing Meetup
In Tempe, Arizona on August 16, 2013.
I Love Marketing is a Podcast by Joe Polish and Dean Jackson where they talk about new marketing ideas, direct mail ideas, lead generation, lead conversion, getting referrals, stick strategies, email marketing, psychology, books, people and even productivity.
Find out more at ilovemarketing.com or
Listen to the podcasts on iTunes
Deal with Sales Rejection Using These TipsTentacle Cloud
Rejection has possibly ruined the careers of more salespeople than any other particular thing. But you must to learn out how to gracefully handle rejection.
www.tentaclecloud.com/signup
HERE , THIS PPT IS IN DETAIL TELLING ABOUT ALL THE STEPS INCLUDING IN PERSONAL SELLING PROCESS... GO THROUGH IT FOR BETTER UNDERSTANDING ........#PERSONAL SELLING PROCESS #ADVERTISING #PRINCIPLES OF MARKETING .....
IF YOU LIKE IT THEN PLS SHARE WITH YOUR FRIENDS...
A very simple six stage system that explores how the product moves through the sales channel and more importantly how current customers are retained and new customers are won. This presentation is derived from the new employee sales orientation program at Teleco Supply. It is geared towards B2C wireless sales and is of value to any retail salesperson, front line/store manager, training manager or senior sales leadership. This was recently presented at the 2015 Canadian Wireless Trade Show.
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
Students, digital devices and success - Andreas Schleicher - 27 May 2024..pptxEduSkills OECD
Andreas Schleicher presents at the OECD webinar ‘Digital devices in schools: detrimental distraction or secret to success?’ on 27 May 2024. The presentation was based on findings from PISA 2022 results and the webinar helped launch the PISA in Focus ‘Managing screen time: How to protect and equip students against distraction’ https://www.oecd-ilibrary.org/education/managing-screen-time_7c225af4-en and the OECD Education Policy Perspective ‘Students, digital devices and success’ can be found here - https://oe.cd/il/5yV
Palestine last event orientationfvgnh .pptxRaedMohamed3
An EFL lesson about the current events in Palestine. It is intended to be for intermediate students who wish to increase their listening skills through a short lesson in power point.
2. What is an objection?
Don't Confuse an Objection with Request for Information
An objection is a statement made by your customer that s/he is
not sure what the service or product that you are selling is about.
They are still on the line and thus are still interested.
Difference between excuse and objection
• An excuse is a weak reason why something cannot be
achieved or completed. An objection is a concern or
question for more information about that topic.
• The customer who makes an excuse is usually making up
a reason why the can’t buy your product / service from
you today
4. Sales Objections Are Sales
Opportunities
• Most salespeople think of objections as a bad
thing... but they're missing the big picture.
• If your customers raise an objection, that's
actually a GOOD sign!
• The fact that they're talking about their concern
means that they're giving you a chance to
answer it.
6. Did you know?
44% of sales people give up after the 1st objection
22% of sales people give up after the 2nd objection
16% of sales people give up after the 3rd objection
10% of sales people give up after the 4th objection
Only 8% of sales people continue to sell after
4 objections!
73% of the clients will buy after the 4th
objection!
7. Attitude Towards Objections
Objection An objection is anything the customers says
or does that is an obstacle for a smooth
closing.
Welcome
• Learn to accept objections as a challenge
Objections!
which, when handled correctly, will benefit
you and your customer.
• If you fear objections you will fumble when
you respond, which often causes you to
fail.
• Customers that buy have 58% more
objections.
8. Why Customers Object?
Psychological Reasons:
• Dislike decision making
• Prefer old habits
• Reluctance to give up something old
for something new
• Unpleasant experience with other
companies.
9. Why Customers Object?
Logical Reasons:
• The customer isn’t convinced
• The customer doesn't understand
• The customer is attempting to hide
the reason. (Objections are either
real or fake)
10. How can I tell the difference
between fake & real objections?
OJECTION
FAKE
The customer is hiding
the real reason, often
because of
embarrassment or to
avoid conflict.
REAL
Serious
objection will
be repeated
over again
11. Answering Immediately Or Postponement
of objections may result in:
•
•
•
•
•
•
The customer doesn't listen.
The customer feels like you are hiding something.
The appearance that you also feel it's a problem.
The appearance that you're not able to answer because you
do not know the answer.
The appearance that you are uninterested in the customer’s
opinion.
The appearance that you are not sympathetic
12. Disagree Without Being Disagreeable
• Selling should be win-win
• Challenge ideas without offending
You can use sentience like:
"I may have not made myself clear......“
"You raise an excellent point…..“
“I am glad you mentioned that because it gives me
the chance to show you how our product will solve
that problem.”
“Mr. _____, I understand what you’re saying.
Another client asked me the same question. Here
is how I worked with him to satisfy his concern …’”
13. The Customer Must Agree That:
•They need your product or service
•Your product is the solution to their problem
•You are the person from whom they should buy
•Your company is the one to deal with
•The time to buy is now
•The price and terms are fair
14. A Negotiating Strategy for
Handling Buyers’ Concerns
Listen Carefully
• Hear the customer out
Confirm Your
Understanding
of the Objection
•
•
•
•
•
Validate the Problem
Clarify and Classify
Use confirmation questions
Ask if there is anything else
Try to distinguish between
genuine objections and excuses
15. Select a specific
technique and
base your decision
on:
• The customer’s behavioral style
• The customer’s mood
• The number of times that this objection
came up
• The type of objection
Answer the objection • Confirm with the customer that you
have answered the objection
Attempt to Close
• Once you've solved the objection,
continue with the sales process as usual
16. Classic Objection Handling
Techniques
Feel
Felt
Found
IF – THEN
• I understand how you feel
Turn the
objection into
a benefit
• Customer: "I don't like the size…”
• Seller: “this size is exactly the reason
you should buy it…”
• Many of our customers, felt the same way
• Here is what they found.
• IF I could get you today….
• THEN will you go ahead with the offer?
17. Common Objections:
Here are several common sales
objections you may hear during the
selling process, as well as some ideas
on how you can overcome each one.
18. No Money
Example: "Your services cost too much. I can get the 'same' service from
someone cheaper."
•
When the bottom line is the biggest hurdle for a client, you need to
help him or her justify the cost. Try breaking down your total cost into
smaller amounts that are attached to smaller services so the client can
see why your price point is what it is. And make sure you focus on the
unique value of your products and services that the client won't be
able to get from any other provider.
19. I Have To Think About It
“I have to consult with ____”
Example: "I need to run this by my wife/business partner/mentor
before I do anything else.“
•
This can often be a positive outcome, assuming the client is truly
consulting with others and not just using it as an excuse. One way
to make sure it doesn't end up as a deal-ending sales objection is
to attempt to stay in the process. Try suggesting a joint sales
meeting between the client and their counterparts in order to
answer any questions and help facilitate the decision.
20. Trust
Example: "It seems like you know what you're doing, but how do I know
you really have the necessary experience to do this?“
Trust is something that takes time to build, so if it is a hurdle for your
potential client, you need to be honest and consistent across the board to
overcome the objection. Be forthcoming with information and share
testimonials, case studies and references that will take away some of the
uncertainty and give the client confidence in your ability to get the job
done.
21. Timing
Example: "It's too much for me to take on right now;
I'm too busy; Call me again in 6 months.“
If time management or lack of time is an issue for the client right now,
chances are it will still be an issue in six months or a year. To overcome this
objection, you need to make the decision to hire you an easy one. Start by
listing all of the benefits of working with you, outline the value of the
products and services you offer, and explain how easy it is to get started.
Make the decision to hire you a no-brainer and you will remove this
objection.
22. Conclusions:
• Objections are a requirement for a successful sales day. In
fact, without them, you’re likely not engaging your
customers.
• It’s the introduction of an objection that will spark a flow of
information. This can help you further qualify a sales
opportunity and better understand the needs and current
environment of your customers. For this reason, you should
work to embrace and understand the true objections you
might be facing.
• Understanding the true objections will help you get one step
closer to where you need to be – whether it’s to the next
stage with your current customer or towards investing your
time elsewhere with a more serious client.
23. Some General Tips for Handling Objections
• Keep the customers attitude toward your product
positive.
• Let the customers know you are on their side
• Help with objections.
• Bring out any or all of your main selling benefits now
and keep on selling!