overcoming objections
TRANSCRIPT
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Overcoming ObjectionsJacques de Villiers
Thinking, writing & speaking to help you hit your number
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What you’ll learn in this session
1. What top sales performers do well!2. Three reasons we get objections!3. What happens to us when we get objections!4. What are typical objections!5. Field-tested formula to handle objections!6. The ‘feel, felt, found’ formula to success!7. How to prepare for objections
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9.1%Only
of sales meetings result in a sale and just
1 outof 250
$1,760
salespeople exceed their targets.
of profit per sale is needed just to cover the cost of failed sales meetings, assuming that the meetings cost, on average, $160. HBR December 2010
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80% of your sales team is only
hitting 42% of its target
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80/20
The Myth of Average
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What makes all the
difference?
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The ability to think on one’s feet when
objections are raised
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Why do we get objections?
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An inadequate discovery process
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Intention
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Get Give
Discontent!Weak!
Conflict!Victim
Fulfilled!Powerful!Harmony!Master
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What happens when we get objections?
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We freeze!We fight!
We capitulate!
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What are typical objections?
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I want to think it over!I want to check with two more suppliers!Your price is too high!I have to talk it over with my partner!I’m satisfied with my present supplier!We’ve spent our entire budget for the year!Get back to me in six months!
Objections
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How do we handle
objections?
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Objection Handling Process
Listen!
Question!
Answer (Feel, Felt, Found)!
Close the loop!
Dig out more objections!
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Feel, Felt, Found
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Feel
I can understand that you FEEL that our …
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Felt
You’re not alone, since we started shop 20 years ago, most of our 3 500 clients FELT
that …
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Found
But you know what? They all gave us a chance to serve them and FOUND that …
Tell a success story …!Reiterate benefits …
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Proper Planning
Prevents Poor Performance
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How to prepare for objections
Get together!Script your answers!
Practice (learn)!Test!
Feedback
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Objection Problem Solving Questions
1. What is the objection?!
2. Why does the prospect raise the objection?!
3. What possible explanations can I offer my prospect?!
4. What is the best possible explanation I can give my prospect?
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What you learned in this session …
1. What top sales performers do well!2. Three reasons we get objections!3. What happens to us when we get objections!4. What are typical objections!5. Field-tested formula to handle objections!6. The ‘feel, felt, found’ formula to success!7. How to prepare for objections
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Jacques de Villiers!082 906 3693!
Thinking, writing and speaking to help you hit your number