OVERCOMING OBJECTIONS - PowerPoint PPT Presentation

1 / 10
About This Presentation
Title:

OVERCOMING OBJECTIONS

Description:

OVERCOMING OBJECTIONS. OBJECTIONS. CANNOT AFFORD. OBJECTIONS TO OVERHEAD ... DO NOT WANT CONTRACTORS IN SPACES. SOMEONE ELSE IS CHEAPER. CAN DO IN-HOUSE ... – PowerPoint PPT presentation

Number of Views:191
Avg rating:3.0/5.0
Slides: 11
Provided by: johnb109
Category:

less

Transcript and Presenter's Notes

Title: OVERCOMING OBJECTIONS


1
OVERCOMING OBJECTIONS
2
OBJECTIONS
  • CANNOT AFFORD
  • OBJECTIONS TO OVERHEAD
  • HAVE OTHER CONTRACT IN PLACE
  • DO NOT WANT CONTRACTORS IN SPACES
  • SOMEONE ELSE IS CHEAPER
  • CAN DO IN-HOUSE
  • LABOR/HOUR COST TOO HIGH
  • NOT INTERESTED

3
1. CANNOT AFFORD
  • RESTRUCTURE SPECIFICATIONS
  • INCREMENTAL FUNDING
  • SEEK OUT TRUE OBJECTION

LS Ladder Category
Knowledge - Interest Preference/Desire
Type of Objection Price or Delay Type of Close
Alternative Decision
4
2. OBJECTIONS TO OVERHEAD
  • EXPLAIN WHAT YOU GET
  • Comparable or less than their own cost of
    performing themselves
  • Dont Have To Write A Contract
  • Quick Delivery
  • Nothing Is Free
  • Is there anyone who can do for less?
  • There is a cost for high quality

LS Ladder Category
Knowledge
Type of Objection Price Type of Close Balance
Sheet Critical Feature
5
3. ALREADY HAVE OTHER CONTRACT
  • GIVE US A PIECE OF THE PIE. LET US DEMONSTATE
    CAPABILITIES
  • FLEXIBLE WORKFORCE

LS Ladder Category
Interest Preference - Awareness
Type of Objection Source, Salesperson Type of
Close Alternative Decision
6
4. DO NOT WANT CONTRACTORS IN SPACES
  • FOLLOW-UP
  • SURGES. FLEXIBLE WORKFORCE
  • OUTSOURCING IS ACCEPTABLE ALTERNATIVE AND WAVE OF
    THE FUTURE

LS Ladder Category
Knowledge Preference Lack of Awareness
Type of Objection Source, Product Type of Close
Emotional
7
5. SOMEONE ELSE IS CHEAPER
  • STRESS VALUE
  • SERVICE AFTER SALE
  • PROGRAM MANAGEMENT OF WORK
  • QUALIFIED WORKFORCE

LS Ladder Category
Awareness Knowledge - Preference
Type of Objection Price Type of Close Balance
Sheet
8
6. CAN DO IN-HOUSE
  • SURGE WORK
  • FLEXIBLE WORKFORCE
  • CAN THEY DO AS WELL?

LS Ladder Category
Preference - Awareness
Type of Objection Product Type of Close
Alternative Decision
9
7. HOURLY COST TOO HIGH
  • COMPARE TO LONG TERM ESCALATING COMPANY COSTS
    THAT INCLUDE BENEFITS
  • VALUE
  • INCREMENTAL PAYMENT

LS Ladder Category
Awareness
Type of Objection Price Type of Close Balance
Sheet
10
8. NOT INTERESTED
  • FOLLOW-UP
  • E-Commerce Marketing use
  • Soft sales - E-Zine

LS Ladder Category
Interest Knowledge
Type of Objection Delay Actions,
Salesperson Type of Close Eventual
Write a Comment
User Comments (0)
About PowerShow.com