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).

1. Overcoming Objections
Jacques de Villiers
Thinking, writing & speaking to help you hit your number

2. What you’ll learn in this session
1. What top sales performers do well!
2. Three reasons we get objections!
3. What happens to us when we get objections!
4. What are typical objections!
5. Field-tested formula to handle objections!
6. The ‘feel, felt, found’ formula to success!
7. How to prepare for objections

3. 9.1%
Only
of sales meetings
result in a sale
and just
1 out
of 250
$1,760
salespeople exceed
their targets.
of profit per sale is needed just to
cover the cost of failed sales
meetings, assuming that the
meetings cost, on average, $160. HBR December 2010

4. 80% of your sales
team is only
hitting 42% of its
target

5. 80/20
The Myth of Average

6. What makes
all the
difference?

7. The ability to think
on one’s feet when
objections are
raised

8. Why do we get
objections?

10. An
inadequate
discovery
process

11. Intention

12. Get Give
Discontent!
Weak!
Conflict!
Victim
Fulfilled!
Powerful!
Harmony!
Master

13. What happens
when we get
objections?

14. We freeze!
We fight!
We capitulate!

15. What are typical
objections?

16. I want to think it over!
I want to check with two more suppliers!
Your price is too high!
I have to talk it over with my partner!
I’m satisfied with my present supplier!
We’ve spent our entire budget for the year!
Get back to me in six months!
Objections

17. How do we
handle
objections?

18. Objection Handling Process
Listen!
Question!
Answer (Feel, Felt, Found)!
Close the loop!
Dig out more objections!

19. Feel, Felt, Found

20. Feel
I can understand that you FEEL that our …

21. Felt
You’re not alone, since we started shop 20
years ago, most of our 3 500 clients FELT
that …

22. Found
But you know what? They all gave us a
chance to serve them and FOUND that …
Tell a success story …!
Reiterate benefits …

23. Proper
Planning
Prevents Poor
Performance

24. How to prepare for objections
Get together!
Script your answers!
Practice (learn)!
Test!
Feedback

25. Objection Problem Solving Questions
1. What is the objection?!
2. Why does the prospect raise the objection?!
3. What possible explanations can I offer my
prospect?!
4. What is the best possible explanation I can give
my prospect?

26. What you learned in this session …
1. What top sales performers do well!
2. Three reasons we get objections!
3. What happens to us when we get objections!
4. What are typical objections!
5. Field-tested formula to handle objections!
6. The ‘feel, felt, found’ formula to success!
7. How to prepare for objections

27. Jacques de Villiers!
082 906 3693!
www.jacquesdevilliers.co.za!
jacques@jacquesdevilliers.com
Thinking, writing and speaking to
help you hit your number