Slides from The Sales Meeting a free weekly sales webinar. To register click here: http://bit.ly/The_Sales_Meeting_Registration

1. The Sales Meeting 27
Handling Difficult
Objections

2. Listen to the whole objection
Clarify the objection
Objections

3. It’s too expensive!
Clarify the Objection
“When you say it's too
expensive, are you saying
you cannot afford the price
or is there something I've
missed?”
Objections

4. Listen to the whole objection
Clarify the objection
Answer the objection
Get agreement
Objections

5. Opposition
Indifferent
Sceptical
Objections

6. Either
Convert the objection
to a need then provide your
benefit that satisfies that
nee
Or
Minimise the objection
and maximise the benefits
you have already agreed
Opposition

7. Add
Take away
Multiply
Divide
all the benefits
what the customer
will lose
the savings
the extra cost by some
appropriate figure
Opposition

8. Keep Going with Open Questions!
If that doesn’t work…..
Try your best feature
Indifferent

9. You cannot talk your way out
of a sceptical objection
Show the customer some
independent proof
Demonstrate it
Guarantee it
Sceptical

10. Coming Up
Power Series Business Breakfast
Handling Objections / Closing the Sale
R745 per Delegate (R4000 Table of 6)
17th May Cape Town
15th May Durban
16th May Johannesburg
richard@richardmulvey.biz
Advanced Selling Skills & KAM
R6450
26 & 27 June Cape Town
18 & 19 June Durban
20 & 21 June Johannesburg

11. The Sales Meeting
http://bit.ly/The_Sales_Meeting_Notes27