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Handling Objections
Julie Thomas
President and CEO
ValueSelling Associates, Inc.
June, 12 2014
2. © 2014 ValueSelling Associates, Inc. All rights reserved.
At the end of today’s webinar
Download a copy of today’s presentation from our
website:
• Go to www.valueselling.com
• Go to Resources > Webinars
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What is it you
fear the most?
Price
Packaging
Business practice/Terms
Competition
Other…give us the details?
5. © 2014 ValueSelling Associates, Inc. All rights reserved.
Agenda
The six-step Value Buying Process™
Creating urgency
The 5-Step objection handling process
Wrap-up and questions
5
6. © 2014 ValueSelling Associates, Inc. All rights reserved.
Credibility
Quality Company reputation
Level of service & support
Reliability of salesperson
Responsiveness to
complaints
Ability to meet deadlines
What is on the customer’s mind?
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The Value Buying Process™
VALUE
Confirm
BUSINESS
ISSUE
PROBLEM
POWER PLAN
Confirm
Differentiated
VisionMatch™
SOLUTION
8. © 2014 ValueSelling Associates, Inc. All rights reserved.
Our current reality
No one wants to be sold…most people do want to buy
Prospects are educated – have predetermined ideas
The “close” is a natural outcome of a well-executed sales
campaign
Expect a “no” and have a plan
The economy poses some real challenges
– Risk Aversion
– Real Value MUST be uncovered
The close should not be a “surprise attack”
9. © 2014 ValueSelling Associates, Inc. All rights reserved.
Creating urgency
It is all about the prospect and his/her
perspective
Urgency is created by personal value
The prospect will be motivated for his/her
own reasons - not yours
Once a need is satisfied - it is no longer a
motivator
10. © 2014 ValueSelling Associates, Inc. All rights reserved.
Handling objections
Anticipate objections and be prepared
– Rarely is there a unique question
– Understand your competition and your prospect’s alternatives
Objections are positive
Unaddressed objections will block your sale every time
11. © 2014 ValueSelling Associates, Inc. All rights reserved.
The 5-step objection handling process
Step 1: It’s all about Attitude!
– Keep your composure
Step 2: Clarify
• Ensure that you respond to the right question
• Why is more important than what
Step 3: Diagnose
• Where does the prospect need further
information or clarification
Step 4: Sharp Angle Close – Isolate
Step 5: Address and confirm
12. © 2014 ValueSelling Associates, Inc. All rights reserved.
Diagnosis
Business Issue
Differentiated solution
Value
Power
Plan
Determine the area of the
Value Buying Process™ to address
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Keys to success
Establish your credibility
– Experience
– Professionalism
Focus on differentiation
Seek to understand
– Why not what
Anticipate and prepare
Practice
14. © 2014 ValueSelling Associates, Inc. All rights reserved.
Summary
Getting to close
– Executing on the Value Buying Process™
– Preparation is key
– The prospect’s perspective is all that really matters
Urgency
– Value, value, value!
– Not yours - Theirs
Handling Objections
– Be prepared
– Practice
14
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Next webinar
Take control of your sales cycle:
When will they actually buy?
August 14, 2014
10:00 AM PDT
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The proven formula for accelerating
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Thank you
Julie Thomas
julie@valueselling.com
+1858 759 7954