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

2. Handling Objections

3. 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

4. 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

5. 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.”

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

7. 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

8. 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