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Addressing Objections & Closing the Sale

Addressing Objections & Closing the Sale. Helping the Client Feel Comfortable Enough To Say “Yes”. We don’t take no…. We don’t take no…. Goals at the Close. Get the order Grow the relationship. Objections can be a good sign. They may indicate the client is interested. Example

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Addressing Objections & Closing the Sale

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  1. Addressing Objections &Closing the Sale Helping the Client Feel Comfortable Enough To Say “Yes”

  2. We don’t take no…

  3. We don’t take no…

  4. Goals at the Close • Get the order • Grow the relationship

  5. Objections can be a good sign...

  6. They may indicate the client is interested • Example • “Well, it sounds like a pretty good plan. You obviously put a lot of work into it. However, I really wasn’t expecting a fifty-two week commitment.”

  7. Prospects Object when... • They have questions • They have concerns • They need reassurance • They want the best deal • They want the upper hand • They aren’t ready to commit

  8. Prospects Reject When... They are not sold

  9. The 4 Most Common Objections to Approving the Contract Price/ Budget Think It Over Length Of Contract Will It Work?

  10. Process The First Objection Acknowledge It sounds like you’re concerned about... Clarify Can you tell me why you feel that way? Ask Questions I want to make sure I understand... Encourage the prospect to talk (“Tell me more …”) More the client talks, the lower ‘The Wall’ becomes Calm & Disarm I can understand why you might feel that way. Review the key points of your proposal Review the benefits you bring to the table Review You’ll recall... Ask for the Order So, with your approval, we’ll get started.

  11. Process Template The First Objection-Second Time Acknowledge It sounds like you’re still concerned about... Clarify Can you tell me again why you feel that way? Ask Questions I want to make sure I understand... Encourage the prospect to talk (“Tell me more …”) More the client talks, the lower ‘The Wall’ becomes Calm & Disarm I can understand why you might still feel that way. Respond Ask for the Order So, if you’ll approve, we’ll get get started.

  12. The 4 Most Common Objections to Approving the Contract Price/ Budget Think It Over Length Of Contract Will It Work?

  13. Responses to the 4 Most Common Objections to Approving the Contract Price/ Budget

  14. Responses to the 4 Most Common Objections to Approving the Contract Will they really think it over? Think It Over • There is one personality type who really does need to think it over. • Radio advertising is always changing. • Inventory is finite. • Rates based on supply and demand. • Why concede “now buyers” to competitors?

  15. Responses to the 4 Most Common Objections to Approving the Contract This one’s easier than you might think • Clarify billing and payment procedures • Explain rate and placement advantages • Emphasize your commitment • Offer a cancellation clause No different than buying month-to-month, without the monthly negotiations. You get the lowest rates and the best placement for your commercials. You will NOT want to cancel due to a lack of results or service. But if something happens, give me 30 days notice. As one of my “Elite” level clients, I will be with you every step of the way. Length Of Contract

  16. Responses to the 4 Most Common Objections to Approving the Contract I can’t guarantee that this will work because the part that I control is only 20% of the total process. However, if you will allow me to my do my 20% correctly, and If you do your 80% correctly, then I guarantee it will work. Will It Work?

  17. To be an effective closer you must... Be Courageous

  18. To be an effective closer you must... Have Fun

  19. To be an effective closer you must... Stay Calm

  20. To be an effective closer you must... Believe in Yourself

  21. Addressing Objections &Closing the Sale Helping the Client Feel Comfortable Enough To Say “Yes”

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