This document discusses analyzing and responding to sales objections. It defines what an objection is and why it is important to analyze them. Common objection types are listed such as need, product, firm, price and time. Example objections are provided along with hints on how to respond. Several methods for responding to objections are outlined, including direct denial, indirect denial, compensation, boomerang, referral/third party testimony, and postponing.
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
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
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
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
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.
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.
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.
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/
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
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
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.
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.
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.
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/
How to consistently get around sales objectionsSalesScripter
You are very likely to face some sort of objection in every interaction you have with a prospect:
I am not interested.
I don't have time for this.
Is this a sales call?
Just send me your information.
Call me back in 6 months.
Do you know how to respond? Are you able to consistently get around those?
If not, join us for our webinar on "How to Consistently Get Around Sales Objections" where we will outline a methodology that you can immediately implement and improve your results.
With the evolution of business and marketing tactics, there are plenty of ways for us to generate sales leads. The question here is which one of these would be an appropriate marketing medium. In this case, maybe something a little old-fashioned might do the trick – telemarketing. Really, there are plenty of reasons why you should give this medium a second look.
Pasar Konsumen dan Perilaku Pembelian Konsumen - Bab 5 Prinsip-prinsip Pemasa...Mirza Syah
Philip Kotler & Gary Armstrong. 2008. Prinsip-prinsip Pemasaran, edisi 12. Penerbit Erlangga : Jakarta, Bab 5 - Pasar Konsumen dan Perilaku Pembelian Konsumen
Lengkapi dengan kajian awal konsep bab 5 yang bisa diunduh di http://www.slideshare.net/Mirzasyah/bab-5-pasar-konsumen-dan-perilaku-pembelian-konsumen-33043114
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.
The presentation covers some special situations that salespersons normally face. We will cover here how to handle objections, complaints and awkward customers.
Selling Smart Workshop - Identifying Compelling Reasons for a Prospect to Buy...AnnArborSPARK
In this session, you will learn how to define a prospect’s needs, wants, challenges, problems and determine the urgency and feelings they have about the issues you uncover. You will learn the four levels of pain and how to use specific questioning techniques to uncover the intensity of their motivation. You will also learn how to qualify or disqualify the opportunity based on whether your product or service could solve the problems identified.
Use these 5 principles to supercharge your marketing efforts. They work equally well for online and offiline and for marketing activities including building websites, google ads and facebook ads as well as brochures, direct mail and face to face selling.
These 5 principles can form the basis of a conversion optimisation process as well as the beginning of a path to put your business on the road to strategic growth.
CDI Founder Workshop Session 4 - Lean Startup Methodologies - Kayla Trautwein- EvoNexus (https://www.linkedin.com/in/kayla-trautwein-b3bbb621)
Time/ Date- Nov 8th, 6p-8p
Description- Founders often fall into a trap: building a solution for a problem they aren’t sure that their customer really has. With so many options available to consumers, it’s difficult for businesses to stay above the noise. No longer can we ask “Can we build this?” Rather, the question has become “Should we build this?” In other words, “Are we building something that customers really want/need?” After all, the customer is always right.
One of the biggest challenges for entrepreneurs is finding product-market fit, and this journey all begins with customer development. The Lean Startup Methodology will teach you best practices in customer development which will lead you to determine whether to 1) improve the solution you have built, 2) change direction (pivot) or 3) abandon your product or service and try something new. With the odds of failure so high for today’s startups, the Lean Startup Methodology offers an essential regimen for failing fast and iterating so that you have a better chance for success.
Homework-
Watch “The Lean Approach: The Lean Method” with Steve Blank by the Kauffman Founders School.
Watch “The Lean Approach: Getting Out of the Building: Customer Development” with Steve Blank by the Kauffman Founders School.
Read “Customer Development: What Questions Do You Ask Potential Customers?”
Watch “Good and Bad Examples of Customer Interview Questions.”
Engagement
From the video and blog content, you’ve learned that in order to keep driving your product/service in its current direction you should have some validation from potential customers. In the Lean Startup Methodologies Session we’re going to walk through some sample customer interview exercises to help you think about ways to get closer to product/market fit and give you tools to help determine when it’s necessary to make a pivot. If you don’t currently have a startup you’re working on, no problem. This session will still be beneficial as you think about other applications for customer interviews, whether it’s in your current job or in a networking scenario.
The science of selling that sells based on how buyers buy, not how sellers sell, this is what Psychological selling is about. In this short course, AndyTheCoach at www.asiatrainers.com teaches you how to sell without selling and get people to buy from you happily and willingly
Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
3. Sales Objections Analysis
What is an objection ?
It’s a concern raised by the buyer provides a feedback about
what is really in mind.
Women’s HealthCare Joseph Youssef
4. Sales Objections Analysis
Why is it important to analyze objections?
Objections Opportunities
Women’s HealthCare Joseph Youssef
6. Sales Objections Analysis
Need Product
• I don’t not need the • I don’t like the product.
product. • Your product makes too
• I’ve never done it that much noise.
way before.
Firm Price Time
• I don’t like your • I have no money • I’m just not interest
company. • The value does not today.
• I don't like you. exceed the cost. • I need time to think
about it.
Women’s HealthCare Joseph Youssef
7. Sales Objections Analysis
Misunderstanding Skepticism Drawback
• The buyer believes in • The buyer doubt in • The buyer believes in
a feature or defect the features or the a feature or defect
which doesn’t exist. manuals. which exist.
Women’s HealthCare Joseph Youssef
8. Sales Objections Analysis
Customer: Your Customer: Your Customer: I’m
Example 2
Example 3
Example 1
product is low company supports travelling
quality. Israel‘s economy. tomorrow.
Hint: You know it’s Hint: You told him Hint: Your product
from the top 5 in before that your needs 72 hrs for
the market. company invest installation.
money in Egypt
only.
Source: Source: Source:
Product Firm Time
Type: Type: Type:
Misunderstanding Skepticism Drawback
Women’s HealthCare Joseph Youssef
9. Sales Objections Analysis
Type
Source
• Need • Misunderstanding
• Product • Drawback
• Firm • Skepticism
• Price
• Time
Women’s HealthCare Joseph Youssef
10. Sales Objections Analysis
Magi Green spent considerable time working with a
Case 1
prospective buyer. She thought a good order would be
forthcoming on her next call. A portion of her conversation
with the buyer went as follows:
BUYER: You know, I like what I hear about your copying
machine. But how can I be sure it will be available on the
days that we need it for our next project.
MAGI: We’ve never had any real complaints before. I’m
pretty sure they will be easily available and installed on time.
BUYER: You are sure of that?
MAGI: Well, I’ve never heard of any problems that I can
remember.
BUYER [appearing unconvinced and looking at some papers
on his desk with out glancing up]: I’ll let you know later what
I plan to do. Thanks for dropping by.
Women’s HealthCare Joseph Youssef
11. Sales Objections Analysis
Case 2
You have been describing to a retail security officer and his
boss a new security camera that your firm just introduced.
The camera has tracking features that make it easier for
security to review tapes.
The security officer says, “I would really like that”
The boss says, “Well, if it’s what you think we need, OK. How
much does it cost?”
At your reply, “This one is £ 2,498,”
the boss exclaims, “For that little thing”
Hint: Your competitor costs £ 1,500.
Women’s HealthCare Joseph Youssef
13. Sales Objections Responding
How can we respond to an objection ?
&
Relax Listen
To answer before listening is foolish and
shameful…
Women’s HealthCare Joseph Youssef
14. Sales Objections Responding
Why do we need to respond properly?
The reality is that salespeople run into rejection in
a day than most people have to absorb in weeks or
months.
Women’s HealthCare Joseph Youssef
16. Sales Objections Responding
Rules in consideration
Rule No 1
• Relax and listen
Rule No 2
• Evaluate objections
Rule No 3
• No ideal response method
Women’s HealthCare Joseph Youssef
17. Sales Objections Responding
Common methods for responding to objections
If the buyer makes a
statement that is Direct denial
Indirect denial
, USE:
If the buyer raises a Compensation
or Boomerang
Feel – Felt – Found
Pass by
USE: Postpone
Women’s HealthCare Joseph Youssef
18. Sales Objections Responding
1. Direct denial
Form
• Disagree + Evidence
Buyer:
“Your product’s quality is too
low.”
Response:
“ That simply is not true. Our
product has been rated as the
highest in the industry for the
last three years.”
Women’s HealthCare Joseph Youssef
19. Sales Objections Responding
1. Direct denial
•No one likes to be told that he or
she is wrong.
•This will lead to confrontation.
Use when objection refers to
something that is critical important.
Women’s HealthCare Joseph Youssef
20. Sales Objections Responding
2. Indirect denial
Form
• Assure that the question is a good one + Evidence
Buyer:
“Your product’s quality is too low.”
Response:
“ That ‘s really an excellent question, and
allows me to clear up a misconception that
perhaps I’ve given to you. Actually, though,
our product has been rated as the highest
in the industry for the last three years.”
Women’s HealthCare Joseph Youssef
21. Sales Objections Responding
3. Compensation
Form
• Admit + Benefit detailing
(Optional)
Buyer:
“Your product’s quality is too low.”
Response:
“ I defiantly understand your concern.
However, It was designed that way in order
to be simple and less complex moreover
economic comparative to other competitor
products.
Women’s HealthCare Joseph Youssef
23. Sales Objections Responding
4. Boomerang
Form
• Admit + Return objection into a reason for buying
Buyer:
“Your product’s quality is too low.”
Response:
“ The fact that the quality is lower than in other
products is probably the very reason you should
buy it. You said you have grandchildren, you just
need something simple and low-priced. This
product fills that need.
Women’s HealthCare Joseph Youssef
25. Sales Objections Responding
5. Referral / Third party testimony method
Form
• Feel – Felt – Found
Buyer:
“Your product’s quality is too low.”
Response:
“ I can certainly understand how
you feel. Dr. Adel felt the same
way before he bought the product.
But after using it, he found the
quality was actually superior to
that of the others.”
Women’s HealthCare Joseph Youssef
26. Sales Objections Responding
5. Referral / Third party testimony method
• Avoid extremes
• Avoid unpleasant relations
• Third party permission
• References
Women’s HealthCare Joseph Youssef
27. Sales Objections Responding
6. Postpone
Form
• Permission to answer later + Detailing
Buyer:
“Your product’s quality is too low.”
Response:
“ That’s an interesting point. Before
discussing fully, I would like to cover just
two things that I think will help you better
understand the product from a different
perspective. OK?”
Women’s HealthCare Joseph Youssef
28. Sales Objections Responding
6. Postpone
•Raise an objection in the early part of the sales interview
• Should ask for permission
•Some objection best to be answered when they occur
Never use it if the buyer insist to know the answer.
Customer: what are the delivery schedules
Example
for this product?
Salesperson: I would really prefer to discuss
that after we talk about our production line.
Customer: No, I want to know now!
Salesperson: Well, we deliver it within 72
hrs.
Women’s HealthCare Joseph Youssef
29. Sales Objections Responding
7. Pass-up / Acknowledge
Form
• Acknowledge + [PAUSE] + Another topic
Buyer:
“Your product’s quality is too low.”
Response:
“ I understand your concern. You know one
of the things I always look for is how
product's quality stacks up against its cost.
[PAUSE] Now, we were talking about….”
Women’s HealthCare Joseph Youssef
30. Sales Objections Responding
7. Pass-up / Acknowledge
• Use rarely / sparingly
• Use with FALSE objections
• Probing & clarify [ Acknowledge]
•PAUSE : 3 – 5 sec.
• Experience is the key
Women’s HealthCare Joseph Youssef
31. Sales Objections Responding
Objections
Analyze Respond
Source Type Direct
Need Misunderstand Indirect
Product Drawback Compensation
Firm Skepticism Feel - Felt - Found
Price Boomerang
Time Postpone
Pass-by
Women’s HealthCare Joseph Youssef
32. Sales Objections
Author : Joseph Youssef
Women’s HealthCare Joseph Youssef