1. Handling Objections

2. Start / Stop / Continue The Rainmaker Academy will equip you with a number of tools. Place ideas for things you want to start/stop/or continue in the matrix inside the front cover of your workbook.

3. Describe why objections are positiveDescribe why prospects objectDifferentiate between valid and invalid objectionsIdentify techniques and tactics to handle objectionsDemonstrate handling objections. Learning Objectives

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

5. Why Prospects Object Psychological Dislike Making a DecisionEstablished HabitsReluctance to Give UpDifficulty Changing HabitsPerceived Threat to Self-Image

6. Why Prospects Object Logical ReasonsPresentation Misunderstood Not Convinced Hidden Reason To Object.

7. Types Of Objections Seeker Condition Stalls Hidden

8. 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.

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

10. Role Play #1

11. Six Step Method for Handling Objections 1. Listen Carefully - Hear the Prospect Out 2. Warmly Restate 3. Ask Questions 4. Answer the Objection 5. Confirm Answer Satisfied the Objection 6. Move on

12. Listen Carefully Hear the Prospect Out Completely

13. Confirm Your Understanding of the Objection RestateEvaluateIsolate

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

15. Select a Specific Topic  Prospect’s Behavioral Style  Phase of Interview Objection Raised  Mood of Prospect  Number of Times Objection Mentioned  Type of Objection

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

17. Confirm Your Answer Satisfied the Objection

18. Attempt to Close If Close Not Completed Continue Presentation

19. Role Play #2

20. OBJECTIONS

21. Handling Objections Summary Stay in ControlPsychological ReasonsValid and Invalid ObjectionsSeven Step Method.

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