Presentation on theme: "Handling Objections. Start / Stop / Continue The Rainmaker Academy will equip you with a number of tools. Place ideas for things you want to start/stop/or."— Presentation transcript:
Start / Stop / Continue The Rainmaker Academy will equip you with a number of tools. Place ideas for things you want to start/stop/or continue in the matrix inside the front cover of your workbook.
Describe why objections are positiveDescribe why prospects objectDifferentiate between valid and invalid objectionsIdentify techniques and tactics to handle objectionsDemonstrate handling objections. Learning Objectives
Attitude Toward Objections Normal and Natural Part of the Process Move Prospects Closer to Sale Reveals the Keys to a Successful Sale.
Why Prospects Object Psychological Dislike Making a DecisionEstablished HabitsReluctance to Give UpDifficulty Changing HabitsPerceived Threat to Self-Image
Why Prospects Object Logical ReasonsPresentation Misunderstood Not Convinced Hidden Reason To Object.
Types Of Objections Seeker Condition Stalls Hidden
Buying Signals No sale is ever consummated until the Prospect agrees with the Seller that: Yes, I need your service.Your service is the solution to my problem.You are the person from whom I should buy.Your firm is the one to deal with.The time to buy is now.The investment and its terms are fair.
Five Categories of Prospect Objections 1. Service Objections 2. Hidden Objections to Seller 3. Firm Objections 4. Staff Objections 5. Price Objections