Dealing with Objections

good! Rejection is bad. So you have pitched a prospect and and an objection has come, be it price, feature, timing ect. This is because it means your prospect is engaged and has not already written you off. You have the opportunity to prove that you are in fact the right fit

But you need to be able to address these objections Otherwise the client will see no reason to continue

Active listen. Don’t interject. In this process we may not have heard or sourced out the proper solution to the needs analysis or your prospect has not told you or has new needs based on the proposed solution practice active listening It is important to really listen to your prospective client so that you fully understand what their concern is.

Two-way Communicate Is this what you mean? No, I mean this. Relaying their concern to confirm that you understand is good. Asking questions to to properly understand the objection and how it affects them is key to developing a proper solution. Often what prospects initially say isn’t the root of their objection Get to the root of the problem

Address their concern Back it up with facts If you don’t know the answer. Don’t make things up. Really work to address the root Some of the ways you can do this are (next slides)

Build the value. To overcome issues of price

Address their needs. Explain how it will specifically help their problems.

Confirm. Confirm that you adequately answered the objection. If you have not, there is either an issue with understanding the root of their problem or you did not effectively solve the problem. “ if i am able to address this can we start work?”

? Questions