how to handle sales objections
Post on 24-Jul-2015
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Handling Sales Objections
Author: Lokender Yadav
1
How often do you hear…
2
“We’ll think about it.”
3
“We’ll think about it.”
“I need to check with
(someone).”
4
“We’ll think about it.”
“I need to check with
(someone).”
“Your competitor is
cheaper.”
5
“We’ll think about it.”
“I need to check with
(someone).”
“Your competitor is
cheaper.”
“We don’t have the
budget.”6
Objections often get in the way…
7
but…
8
you caneliminate most objections
9
by asking more questions… 10
…early in the sales process11
People express
objections because…
12
They don’t see the value of your13
They don’t see the value of your14
The best way to deal with this is to…
15
Adapt your presentation.
16
But…
17
You can’t do this without
18
You can’t do this without
learning more
about their
situation.
19
Learn to ask high-value
questions
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“What is most important
about…”
21
“What is most important
about…”
“Why is that important?”
22
“What is most important
about…”
“Why is that important?”
“What impact is that having on
(sales, profits, etc)?”
23
“What is most important
about…”
“Why is that important?”
“What impact is that having on
(sales, profits, etc)?”
“What would it mean to you if
that problem was solved?”
24
The deeper you dig…
25
The deeper you dig…
…the more insight you will gain26
The more insight you have…
27
The more insight you have…
…the better you can position your solution.
28
The better you position
your solution…
29
the more value
you show.
30
the fewer
objections will be
stated.
31
Few sales trick to create Magic
In SALES
Sales trick #1. Offer fewer choices
Sales trick #2: Propose something less
attractive
Sales trick #3: Appeal to emotions
Sales trick #4. Talk about NOT buying
Sales trick # 5. Gain agreement on
something small
32
kiLLER Questions
Open the meeting by asking questions, rather than rushing straight into a sales pitch.
Find out what your target buyer wants and what they dislike about their current supplier. “
A real sales pro will pull out the pain and the hurt that the prospect is experiencing
33
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Classical method to eliminate
objections….
35
This chapter comes to an end but story will
continue……
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