Deal with objections

2. Objections
The Real Deal
1. What are objections
2. What type of objections
3. How to deal with objections
4. Turning objections to your advantage

3. What is an objection?
SALES DEFINITION - A tactic to stop
the sale or a genuine expression of
interest in some aspect of the sale?
Dictionary Definition - Express Disapproval

4. Are objections a
good or bad thing?
A professional consultant sees an
objection as a buying signal

5. WHAT KIND OF
OBJECTIONS ARE
THERE?
FALSE
TRUE

6. How do we know whether the
objection is false or true?
Answer, we don't - yet. So to start with, treat
all objections as if they are false - How?
We assume the objection is false
(SMOKE SCREEN)

7. Why should your customer give you a false
objection?
There are two possibilities:
He may not be the decision maker
You may not have established the need (You've
missed the hot button).

8. POSTPONE IT / IGNORE IT.
"I'll come back to that later
if I can"
IF THE OBJECTION IS RAISED AGAIN,
IT IS MOST LIKELY TO BE A TRUE
OBJECTION

9. SMOKE SCREEN
ASSUME OBJECTIONS ARE FALSE
WHY
DECISION MAKER? NO NEED ESTABLISHED
IF RAISED AGAIN MOST PROBABLY TRUE
POSTPONE OR IGNORE THEM

10. True objections arise for one of
two reasons.
Misunderstanding.
Genuine Disadvantage.

11. TEST
"If I can satisfy you on that point will you give me the go
ahead for the work?"
"Is that your only concern?"
ISOLATE
DEFINE
“ Do you mean that….”

12. A misunderstanding will need
re-explaining.
A genuine disadvantage will need overcoming.
Admit it and outweigh it with more benefits
Once you’ve re-explained or overcome
CLOSE AND SIGN

13. TAKE HEART IT’S A BUYING SIGNAL
IF THE CUSTOMER RETURNS TO THE QUESTION THE OBJECTION IS
LIKELY TO BE TRUE
WHY
MISUNDERSTANDING
ISOLATE IT
RE-EXPLAIN
TEST IT
CLOSE
DISADVANTAGE
OVERCOME IT
DEFINE IF NECESSARY

14. Objections
Summary
1. Always expect Objections
2. Postpone/ ignore (True/ False )
3. Isolate / is that your only concern
4. Keep calm and dictate direction of conversation