part d handling objections and closing the sale n.
Download
Skip this Video
Download Presentation
PART D – Handling Objections and Closing the Sale

Loading in 2 Seconds...

play fullscreen
1 / 26

PART D – Handling Objections and Closing the Sale - PowerPoint PPT Presentation


  • 162 Views
  • Uploaded on

PART D – Handling Objections and Closing the Sale. A. Chapter 12 – Welcome Your Prospect’s Objections Read pages 382-390 Write out three objections you think your customer will have about your product or service. Read pages 390-400

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'PART D – Handling Objections and Closing the Sale' - keran


Download Now An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
part d handling objections and closing the sale
PART D – Handling Objections and Closing the Sale
  • A. Chapter 12 – Welcome Your Prospect’s Objections
  • Read pages 382-390
  • Write out three objections you think your customer will have about your product or service.
  • Read pages 390-400
  • Select one different technique of your choice to handle each of the three objections you selected above.
  • Write out how you will use each technique to handle your objections.
  • Note: For your final presentation, write your objections on a separate piece of paper to give to your “customer” to use during the presentation.
  • B. Chapter 13 – Closing the Sale
          • Read pages 419 (middle) to 428 (top)
      • Select any two closing techniques of your choice.
    • Write out how you will use the techniques to close the sale of your product or service.
  • Due Date: Friday, May 18th.
when objections occur quickly determine what to do
When Objections Occur, Quickly Determine What To Do

Preapproach

Presentation

Trial Close

Determine Objections

Meet Objections

Trial Close

Close

Follow-up & Service

Prospecting

Approach

basic points to consider in meeting objections
Basic Points to Consider in Meeting Objections
  • Plan for objections
  • Anticipate and forestall
  • Handle objections as they arise
    • Postponement may cause a negative mental picture or reaction
  • Be positive
  • Listen - hear them out
basic points to consider in meeting objections cont
Basic Points to Consider in Meeting Objections cont…
  • Understand objections
    • Request for information
    • A condition
      • Negotiation can overcome a condition
    • Major or minor objections
    • Practical or psychological objection
      • A real objection is tangible
      • Must uncover hidden objectives and eliminate them
objections can be placed into categories
Objections Can Be Placed Into Categories
  • Salespeople often encounter the same objections from customer to customer
  • Thus, after a sales call think about
    • What were the objections?
    • How did you handle them?
    • How should you handle them next time?
    • Be prepared for the same objection to arise again!
techniques for meeting objections
The dodge neither denies, answers, nor ignores

Don’t be afraid to pass up an objection

Rephrase an objection as a question. Postponing objections is sometimes necessary

Send it back with the boomerang method

Ask questions to smoke out objections

Five-question sequence.

Techniques for Meeting Objections
techniques for meeting objections cont
Techniques for MeetingObjections cont…
  • Use direct denial tactfully
  • The indirect denial works
  • Compensation or counterbalance method
  • Let a third party answer
technology can effectively help respond to objections
Technology Can Effectively Help Respond to Objections!
  • Data stored in handheld computers or laptops, or obtained using a telephone modem or satellite transmission, can provide information to overcome buyer’s objections
the trial close is a powerful communication technique to produce
The Trial Close Is a Powerful Communication Technique To Produce
  • Two-way communication
  • Participation from the other person
a challenge use the trial close in your normal conversation to
A Challenge! Use the Trial Close in Your Normal Conversation to:
  • See if it helps your communication
  • See if it gets the other person to participate in the conversation
  • All you do is occasionally ask the person an opinion type question such as:
    • “Is that a good place to eat?”
    • “What did you think about the movie?”
    • “How does that sound to you?”
let s review when are the times to use a trial close
1. After making a strong selling point in the presentation

2. After the presentation but before the close

3. After answering an objection

4. Immediately before you move to close the sale

Let’s Review! When Are the Times to Use a Trial Close?
let s review what does the trial close allow you to determine
1. Whether the prospect likes your product’s FAB - the strong selling point

2. Whether you have successfully answered the objection

3. Whether any objections remain

4. Whether the prospect is ready for you to close the sale

Let’s Review! What Does the Trial Close Allow You to Determine?
what is an example of a trial close used to respond to an objection
“Does that answer your question?”

“With that question out of the way, we can go ahead - don’t you think?”

What is an Example of a Trial Close Used to Respond to an Objection?
once you have satisfactorily responded to the objection what should you do next
Make a smooth transition back into your presentation

“As we were discussing…”

Move to close the sale if completed your presentation

Move to close again if objection was after a close

Once You Have Satisfactorily Responded to the Objection, What Should You Do Next?*
if you cannot overcome the objection what are three alternatives to consider 2
Admit it

Compensate for it by showing how your product’s benefit(s) outweigh the disadvantage(s)

If You Cannot Overcome the Objection, What Are Three Alternatives to Consider? (#2)
if you cannot overcome the objection what are three alternatives to consider 3
If 100% sure will not buy

Go ahead and close

Always ask for the order

Allow the buyer to say “no”, not you

Your competitor(s) may not be able to overcome the objection(s) either

A competitor may make the sale because he/she asked for it

Be professional, not pushy

Leave the door open for a return visit

If You Cannot Overcome the Objection, What Are Three Alternatives to Consider? (#3)
if after your presentation you received a positive response to your trial close what would you do
If After Your Presentation You Received a PositiveResponse to Your Trial Close, What Would You Do?

Approach

Presentation

Trial Close

Determine Objections

Meet Objections

Trial Close

Close

if after your presentation you received a negative response to your trial close what would you do
If After Your Presentation You Received a NegativeResponse to Your Trial Close, What Would You Do?

Approach

Presentation

Trial Close

Determine Objections

Meet Objections

Trial Close

Close

slide24
If After You Meet the Objection You Received a Positive Response to Your Trial Close, What Would You Do?

Approach

Presentation

Trial Close

Determine Objections

Meet Objections

Trial Close

Close

Close

Close

Close

Close

Close

Close

Close

Close

Close

Close

Close

Close

Close

Close

Close

slide25
If After You Meet the Objection You Received a Negative Response to Your Trial Close, What Would You Do?

Approach

Presentation

Trial Close

Determine Objections

Meet Objections

Trial Close

Close

let s review by taking a closer look at the interactions within the sales presentation
Let’s Review By Taking a Closer Look at the Interactions Within the Sales Presentation

Approach

Presentation

Trial Close

Determine Objections

Meet Objections

Trial Close

Close