Presents

Handling Objections

Start / Stop / Continue The Rainmaker Academy will equip you with a number of tools. To organize them in a constructive manner, use the Start/Stop/Continue Matrix located on the inside front cover of your work book

Objectives  Describe why objections are positive  Describe why prospects object  Differentiate between valid and invalid objections  Identify techniques and tactics to handle objections  Demonstrate handling objections.

Attitude Toward Objections  Normal and Natural Part of the Process  Move Prospects Closer to Sale  Reveals the Keys to a Successful Sale.

Why Prospects Object Psychological Dislike Making a Decision Established Habits Reluctance to Give Up Difficulty Changing Habits Perceived Threat to Self-Image.

Why Prospects Object Logical Reasons Presentation Misunderstood Not Convinced Hidden Reason To Object.

Types of Objections Seeker Condition Stalls Hidden

Buying Signals No sale is ever consummated until the Prospect agrees with the Seller that:  Yes, I need your service.  Your service is the solution to my problem.  You are the person from whom I should buy.  Your firm is the one to deal with.  The time to buy is now.  The investment and its terms are fair.

Five Categories of Prospect Objections 1.Service Objections 2.Hidden Objections to Seller 3.Firm Objections 4.Staff Objections 5.Price Objections

Role Play #1

Seven-Step Method for Handling Objections 1.Listen Carefully - Hear the Prospect Out 2.Confirm Your Understanding of the Objection 3.Acknowledge the Prospect’s Point of View 4.Select a Specific Technique 5.Answer the Objection 6.Confirm Answer Satisfied the Objection 7.Attempt to Close

Listen Carefully Hear the Prospect Out Completely

Confirm Your Understanding of the Objection Restate Evaluate Isolate

Acknowledge Prospect’s Point of View Points of Agreement Cushion Your Response

Select A Specific Technique  Prospect’s Behavioral Style  Phase of Interview Objection Raised  Mood of Prospect  Number of Times Objection Mentioned  Type of Objection

Answer The Objection The Answer Must Satisfy the Prospect if a Sale is to Result.

Confirm Your Answer Satisfied the Objection

Attempt to Close If Close Not Completed Continue Presentation

Role Play #2

Objections Gauntlet

Handling Objections Summary  Stay in Control  Psychological Reasons  Valid and Invalid Objections  Seven Step Method.

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