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Overcoming Objections. Welcome objections – no objection, no sale. Welcome objections – no objection, no sale. –If they werent interested, they wouldnt.

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Presentation on theme: "Overcoming Objections. Welcome objections – no objection, no sale. Welcome objections – no objection, no sale. –If they werent interested, they wouldnt."— Presentation transcript:

1 Overcoming Objections

2 Welcome objections – no objection, no sale. Welcome objections – no objection, no sale. –If they werent interested, they wouldnt bother to object. Figurative and literal objections Figurative and literal objections –Figurative are not real – they are negotiating tactics and can be ignored. –Literal objections are real and must be addressed.

3 Overcoming Objections Probe to understand. Probe to understand. Compliment, restate, and get agreement. Compliment, restate, and get agreement. –Im glad you brought that up. –You believe our prices are too high. –Is that right?

4 Empathize, reassure, and support (feel, felt, found). Empathize, reassure, and support (feel, felt, found). –I understand how you feel. –Other customers have felt the same way at first. –But they found that they were able to improve their ROI that more than paid for the information.

5 Tactics Use trial closes. Use trial closes. Forestall objections before they come up. Forestall objections before they come up. Use Yes, but… and compare. Use Yes, but… and compare. Use case histories (case studies). Use case histories (case studies). Use coming to that… Use coming to that… Pass on objections Pass on objections

6 Dealing With the Price Objection Hope it comes up; otherwise youve underpriced your product. Hope it comes up; otherwise youve underpriced your product. Always talk quality – create value. Always talk quality – create value. Break price into smallest possible units. Break price into smallest possible units. –Pennies a day Talk value and ROI, not price. Talk value and ROI, not price.

7 Refer to investments, not costs. Refer to investments, not costs. –Information is an investment in future profits. Use you get what you pay for. Use you get what you pay for.

8 Conditions Conditions Conditions –Cant be overcome; they are legitimate reasons for not buying. Keep the relationship – theyll be back. Keep the relationship – theyll be back.

9 Summary Welcome objections. Welcome objections. Probe to understand. Probe to understand. Use trial closes. Use trial closes. Use case studies. Use case studies. You get what you pay for. You get what you pay for. Theyll be back. Theyll be back.

10 Homework Read Chapter 11, Media Selling, 4th edition: Read Chapter 11, Media Selling, 4th edition: –http://www.charleswarner.us/indexppr.html Review this presentation: Review this presentation: –http://www.charleswarner.us/indexpresentions.html


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