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Chapter 11 Handling Objections: The Power of Learning from Opportunities

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Handling Objections: The ... An objection that is actually a stall 11-* Handling the Price Objection The video Price Too High features best-selling author and sales ... – PowerPoint PPT presentation

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Title: Chapter 11 Handling Objections: The Power of Learning from Opportunities


1
Chapter 11 Handling Objections The Power of
Learning from Opportunities
2
Video Ride-Along
  • The video Handling Objections features Paul
    Blake, Vice President of Sales, Greater Media
    Philadelphia
  • Paul Blake gives his tips about handling
    objections
  • He shares his advice about how to make handling
    objections the most productive part of the
    selling process
  • To view the video, click here
  • http//www.youtube.com/watch?vzo4BFaXhFz0

3
Chapter Objectives
  • Understand what a sales objection is.
  • Learn how overcoming objections can strengthen a
    relationship.
  • Understand when and why prospects raise
    objections.
  • Learn strategies to handle objections.

4
What are Objections?
  • Sales objections Prospect questions or
    hesitancies about either the product or company
  • Signals your prospects level of interest
  • Alerts you to what actions need to be taken to
    bring the sale to a close
  • Helps you build your relationship
  • Helps in finding the true reason for resistance

5
Objections as Opportunities
  • Objections should be considered as an extension
    of the selling process
  • To understand better what your prospect wants and
    needs - dont avoid objections encourage them

6
Consider Objections Before they Occur
  • Strategies for preparing for the objections that
    will build your relationship with the customer
  • Understand your prospect and believe in your
    partnership
  • Do not lose sight of your prospects buying
    motivations
  • Understand your prospects risk factors
  • Think about every possible objection the prospect
    might express
  • Be proactive and prepared to raise objections
    first

7
Why Prospects Object
  • No or not enough money
  • No perceived need
  • No sense of urgency
  • No trust

8
How to Handle Objections
  • Consider the objection as a question
  • Respond to the objection with a question
  • Restate the objection before answering the
    objection
  • Take a pause before responding
  • Use testimonials and past experiences
  • Never argue with the prospect

9
Types of Objections
  • Product objection A concern voiced by the
    prospect relating directly to the product
  • Source objection A barrier presented by the
    prospect relating to your company or to you
  • Price objection A concern voiced by the prospect
    about the perceived value of a product or service
  • Money objection A concern voiced by the prospect
    that relates to the budget or financial ability
    to make the purchase

10
Types of Objections
  • Im already satisfied objection A barrier
    presented by the prospect that indicates that
    there is no need for the product or service
  • Hidden objection An objection that is not openly
    stated by the prospect but is an obstacle in the
    way of making the sale
  • I have to think about it objection An
    objection that is actually a stall

11
Handling the Price Objection
  • The video Price Too High features best-selling
    author and sales expert Jeffrey Gitomer
  • Jeffrey Gitomer discusses how to handle the price
    objection
  • To view the video, click view
  • http//www.youtube.com/watch?vxrG_SFgcCHc

12
Is Being Satisfied Good Enough?
  • The video Engage the Prospect features
    best-selling author and sales expert Jeffrey
    Gitomer
  • Jeffrey Gitomer explains how you can engage your
    prospect by taking away the objection before they
    have a choice to raise it
  • To view the video, click here
  • http//www.youtube.com/watch?vOCecpcnhqLQfeature
    related

13
Ultimate Stall
  • The video I'd like to think about it - and other
    sales stalls features Best-Selling Author and
    Sales Expert Jeffrey Gitomer
  • Jeffrey Gitomer refers to the I'd like to think
    about it statement as a stall and not as an
    objection
  • To view the video, click here
  • http//www.youtube.com/watch?vcCyf8af78A8feature
    related

14
Selling U How to Overcome Objections In a Job
Interview
15
Common Interview Objections
  • You dont have enough experience
  • Im not sure you will fit in with the team
  • The position doesnt pay as much as you are
    looking for
  • Youre too experienced for this position

16
Hidden Objections during Job Interviews
  • Hidden objections occur because
  • Prospective employers interview all the
    candidates, and then make their hiring decision
  • Prospective employers respond in a neutral way
    during an interview

17
Follow Up after Job Interviews Set Yourself Apart
  • Sending a thank-you e-mail after a job interview
    to the prospective employer
  • Writing a handwritten thank-you note to the
    prospective employer

18
Sample Thank-You E-mail
Click below to view full-size
19
Figure 11.7 - Sample Handwritten Thank-You Note
Click below to view full-size
20
Thank-You Note
  • The video Job Interviews Offers How to
    Compose a Thank You Letter After a Job Interview
  • The speaker explains the different elements of a
    thank you letter and how each should be taken
    care of
  • To view the video, click here

21
What If You Dont Hear Back?
  • It is recommended that you call and follow up
    when you dont hear back from the employer or
    recruiter within the specified time frame
  • Continue to do research on the company When you
    follow up you can discuss it

22
Summary
  • Objections help build relationships Gives you
    the opportunity to clarify communication and
    revisit your relationship with the prospect
  • Major types of objections product, source,
    price, money, I'm already satisfied, hidden and
    thinking about it
  • A job interview includes hidden objections
  • Follow up after a job interview powerful way to
    make yourself memorable post interview
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