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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

Addressing Objections &Closing the Sale

Helping the Client Feel Comfortable Enough To Say “Yes”




Goals at the close
Goals at the Close

  • Get the order

  • Grow the relationship



They may indicate the client is interested
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.”


Prospects object when
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


Prospects reject when
Prospects Reject When...

They are not sold


Addressing objections closing the sale

The 4 Most Common Objections to Approving the Contract

Price/

Budget

Think

It

Over

Length

Of

Contract

Will

It

Work?


Addressing objections closing the sale

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.


Addressing objections closing the sale

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.


Addressing objections closing the sale

The 4 Most Common Objections to Approving the Contract

Price/

Budget

Think

It

Over

Length

Of

Contract

Will

It

Work?



Addressing objections closing the sale

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?


Addressing objections closing the sale

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


Addressing objections closing the sale

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?





Addressing objections closing the sale

To be an effective closer you must... Contract

Believe in Yourself


Addressing objections closing the sale1

Addressing Objections & ContractClosing the Sale

Helping the Client Feel Comfortable Enough To Say “Yes”