Review Steps of the Sale Steps of the Sale Reasons for prospecting Reasons for prospecting Prospect requirements Prospect requirements.

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Presentation transcript:

Review Steps of the Sale Steps of the Sale Reasons for prospecting Reasons for prospecting Prospect requirements Prospect requirements

Handling Objections

Objection – a reasonable reason for not buying Objection – a reasonable reason for not buying Excuse – insincere reason for not buying Excuse – insincere reason for not buying Objection Analysis Sheet – list of common objections and possible responses Objection Analysis Sheet – list of common objections and possible responses

Objection Categories Need - buyer has no need for the product Need - buyer has no need for the product Product – concerns about the product Product – concerns about the product Source – concerns about the brand or company Source – concerns about the brand or company Price – price is not what customer wanted to spend Price – price is not what customer wanted to spend Time – not the right time for the customer to buy Time – not the right time for the customer to buy

Let’s Try 1. “I don’t like the way this jacket fits.” 2. “The last time I put an outfit on layaway you couldn’t find it.” 3. “I think I will wait until July.” 4. “That’s more than I wanted to spend.” 5. “I really like that sweater, but I don’t have anything that matches.”

Process for Handling Objections 1. Listen carefully 2. Acknowledge customer’s objection 3. Restate or clarify objection 4. Answer the objection

Methods for Handling Objections Boomerang – use objection as a selling point Boomerang – use objection as a selling point Question – ask a question to learn more about the objection Question – ask a question to learn more about the objection Superior Point – acknowledge objection and offset with other features and benefits Superior Point – acknowledge objection and offset with other features and benefits Denial – objection is based on misinfomormation Denial – objection is based on misinfomormation

Methods Cont. Demonstration – show evidence to overcome objection Demonstration – show evidence to overcome objection Third Party – use a previous customer to give a testimonial Third Party – use a previous customer to give a testimonial