We think you have liked this presentation. If you wish to download it, please recommend it to your friends in any social system. Share buttons are a little bit lower. Thank you!
Presentation is loading. Please wait.
Published byBrice Perry
Modified about 1 year ago
©2007 Why People Object Slowing Things Down Gaining or Maintaining Control Misunderstanding Hiding the Real Reason
©2007 Valid Objections Deal with it openly Don’t deny the problem exists Admit to the buyer or seller when you are stumped Ask if you can put your heads together & come up with a solution
©2007 Five Steps for Handling Objections Understand the Objection Respect the Objection
©2007 Five Steps for Handling Objections (continued) Change the Objection into a Question Provide a Solution Try to Close
©2007 PEOPLE OBJECT: 1. To slow things down 2. To gain control 3. Because they don’t understand something 4. To hide the real reason 5. Because they have a valid objection
©2007 HANDLING OBJECTIONS: 1. Try to understand the objection 2. Respect the client’s objection and point of view 3. Change the objection into question form 4. Provide a solution 5. Try to close
©2007 Closing Buying Signals Reexamination of the Property Mental Ownership of the Property Requests for Specific Details Looking for a Concession
©2007 Closing Seeking Reassurance A Change in Behavior Criticism Examination of the Contract Prospects Selling One Another Asks About the Next Step
©2007 Closing Techniques Urgency—Use only when true Alternative—The either/or approach Stair-Step—One little step at a time Advisory—Use the outside expert Assumptive—Not if, but when Action—Movement forward Ben Franklin—List of pluses and minuses Ask Them to Buy—When all else fails
©2007 Guidelines for Closing Don’t Oversell Close with Confidence Stay Interested and Positive
©2007 Guidelines for Closing Resolve the Objections Prospects Raise Before Closing Don’t Rush the Close Don’t Leave Buyers in a State of Indecision
©2007 Chapter Key Terms Action close Advisory close Alternative close Assumptive close Ben Franklin close Buying signal Close Machine-gun approach Stair-step close Urgency close
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Ryerson 11-1 Chapter 11 Closing~ The Beginning of a New Relationship.
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin 13-1.
How to Close a Sale Chapter 15 Closing the Sale Section 15.1 How to Close a Sale Section 15.2 Customer Satisfaction and Retention Section 15.1 How to Close.
13-1 When Should I Pop the Question? Closing is the process of helping people make a decision that will benefit them.
9 TH EDITION CHAPTER 13 CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP Manning and Reece.
13-1 Closing Begins the Relationship Chapter Reading Buying Signals A buying signal is anything that a prospect says or does to indicate that.
SET YOUR SALES The Selling Process. WHY LEARN ABOUT THE SELLING PROCESS? Brings products to you, either directly or through the businesses Most salespeople.
Communications, negotiation & selling training Presented by : Yingying Weng.
13-1 Negotiating Buyer Concerns Selling Today 10 th Edition CHAPTER Manning and Reece 13.
9 TH EDITION CHAPTER 12 NEGOTIATING BUYER CONCERNS Manning and Reece.
Objection Handling and Closing Techniques in Sales By Group 12 08FT-002 Abhinav Khemka 08FT-056 Vaibhav Rustagi 08FT-186 Biren Singh Florent Laffond.
Selling and Negotiation Skills S-18 SELLING SCENARIOS.
Module 6: Close Sales. Housekeeping Webinar: – – If you are here today, you are good!
The Selling Process Chapter 13. The Selling (Sales) Process A step by step process a salesperson uses to help customers reach buying decisions & ensure.
Addressing Concerns and Earning Commitment Module Eight.
Obtaining Commitment How much emphasis should be placed on closing the sale? Why is obtaining the commitment important? When is the best time to obtain.
Transactional approach affiliative approach Consultive selling/ need satisfaction selling/ problem – solution selling.
Closing the Deal Selling yourself and your services at the meeting.
Chapter 5 Global Selling Process, II Sales Management: A Global Perspective Earl D. Honeycutt John B. Ford Antonis Simintiras.
Personal Selling 5 Closing How to successfully close a sale.
© 2007 The McGraw-Hill Companies, Inc. All rights reserved.
14-1 Closing the Sale and Confirming the Partnership Selling Today 10 th Edition CHAPTER Manning and Reece 14.
Training Department. Understand the importance of Customer Service Handle different types of customers Practice complaint handling Discover techniques.
Chapter 5: Seek To Understand Then Be Understood..
©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.
Chapter 15 Closing the Sale Section 15.1 How to Close a Sale Section 15.2 Customer Satisfaction and Retention Section 15.1 How to Close a Sale Section.
1 Problem Solving, Decision Making, Negotiation and Compromise Nurturing Parenting Section 10.2 GOAL Increase abilities in problem solving and decision.
12-1 Chapter 12 Closing the Sale: The Power of Negotiating to Win.
Self Esteem “To establish true self-esteem we must concentrate on our successes and forget about the failures and the negatives in our lives.” ~Denis Waitley.
1 Identifying System Requirements. 2 Agenda Identifying System Requirements –Stakeholder Needs –Features Project Scope Stakeholder Classifications.
Conflict Resolution January Health Info prepared by Public Health January 2016.
Florida Realtor Zone Click to add text. Ask the Experts Real Estate Experts Help You to Avoid Five Common Mistakes that Homeowners and Property Investors.
Selling Processes Dr. Sanjeev Prashar. Introduction This chapter builds upon following things: –steps of sales process –Interpersonal communication process.
Chapter 5: Preventing Violence & Abuse Section 1: Conflict Resolution & Violence Prevention.
Part II SALES FORCE ACTIVITIES Chapter 5: Customer Interaction Management.
BES-t Practices Training Phase 3 Counseling – Behavior Modification.
SET YOUR SALES The Selling Process. WHY LEARN ABOUT THE SELLING PROCESS? Brings _________ to you, either directly or through the businesses Most salespeople.
Real Estate Marketing and Sales Essentials Steps for Success Dan Hamilton.
Al-Futtaim Motors Toyota B2B Sales Executive Induction.
5-1 9 TH EDITION CHAPTER 5 CREATING PRODUCT SOLUTIONS Manning and Reece PART III.
BUYER-BROKER AGREEMENT DIALOGUE. ( Come up with 5 "what’s in it for the buyer" benefits. ) “Mr. Buyer. Here are the benefits of working with me 1-5.If.
CAMP 4:4:3 Power Session 13: Open Houses. Power Session 13 Slide 2 Open Houses Introduction People have lived before us and success leaves clues, so it.
Real Estate Agency -What does a real estate agency sell? _____________________________________________________________________ -Why would someone need.
Welcome Your Prospect’s Objections Chapter Welcome Objections! Accept objections as a challenge People do not want to be taken advantage.
Building Human Resource Management Skills National Food Service Management Institute 1 Dealing with Conflict in the Workplace Objectives At the completion.
© 2007 by Prentice Hall1 Chapter 7: Managing Conflict 7 -
© 2017 SlidePlayer.com Inc. All rights reserved.