when no means not yet: overcoming objections

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When No Means Not Yet:Overcoming Objections

© 2016 ValueSelling Associates, Inc. All rights reserved.

Julie ThomasPresident and CEO

ValueSelling Associates, Inc.August 18, 2016

Welcome


Handling Objections


What do you fear most?


What do you fear most?

Price

Packaging

Business practice/Terms

Competition

Other…give us the details


Agenda

The 6 box Value Buying Process™

Creating urgency

The 5 step objection handling process

Wrap-up and questions

Credibility

Quality Company reputationLevel of service & support

Reliability of salesperson

Responsiveness to complaints

Ability to meet deadlines

What is on the customer’s mind?


The Value Buying Process™

VALUE

ConfirmBUSINESS

ISSUE

PROBLEM

POWER PLAN

Confirm

Differentiated VisionMatch™

SOLUTION


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”


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


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


The 5-step objection handling process

Step 1: It’s all about attitude! Keep your composure

Step 2: ClarifyEnsure that you respond to the right question

Why is more important than what

Step 3: DiagnoseWhere does the prospect need further information or clarification?

Step 4: Sharp angle close – isolate

Step 5: Address and confirm


DiagnosisBusiness issue

Differentiated solution

Value

Power

Plan

Determine which area of the Value Buying Process™ to address


Keys to success

Establish your credibility– Experience

– Professionalism

Focus on differentiation

Seek to understand– Why not what

Anticipate and prepare

Practice


Summary

Getting too 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


Questions?


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Julie Thomas | President and [email protected]

+ 1 858 759 7954

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when no means not yet: overcoming objections

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