SlideShare ist ein Scribd-Unternehmen logo
1 von 7
Downloaden Sie, um offline zu lesen
Overcome Objections
Http://www.power-hour.co.uk – Bite Size Training Materials
Overcome Objections
Overcome Objections
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
By the end of the Power Hour you will be able to:
• Describe the different types of objection, and what is
driving them
• Explain different techniques for overcoming
objections, and when each is useful
• Use different techniques for
overcoming objections.
Overcome Objections
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Common Types of Objection
•The customer doesn't see a need for your product/service at this time.
•They cannot see how your product/service meets the needs they have.Need
•Your product/service is beyond the customer's budget.
•Your product/service incurs too many add-ons.
•The customer believes that they can a lower price.
Value
•The product/service does not fulfill ALL of the customer's needs.
•The customer is unhappy with specific aspects of your product/service.
•The customer is not confident about all the aspects of your product/service.
Features
•The customer doesn't like your product/service, or some aspect of it.
•The customer is uncomfortable with the salesperson or the business itself.Desire
Overcome Objections
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Techniques for Overcoming Objections
K –
Keep
calm
L –
Listen
I – Indicate
understanding
P- Pause
S – Sell the
benefits of
your
proposal
KLIPS courtesy of www.GaryGorman.com
Overcome Objections
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Techniques for Overcoming Objections
• Stop and
demonstrate that
you heard the
customers
concerns.
Acknowledge
• Ask questions to
help you to
understand the
issue, NOT to
persuade the
customer that their
concern is
unjustified.
Question and
Listen • Show you have
listened by
repeating them
back to them and
then provide
suggestions that
may solve the
problem for the
customer.
• Use hypothetical
questions to test
ideas out, and
further understand
the true nature of
the objection.
Find Solutions
• Summarise their
concerns and what
has been accepted
as a suitable
solution. You may
then proceed to
closing the sale.
Share
Agreement
Overcome Objections
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Make it Work at Work
What are you going
to DO as a result of
this Power Hour
Session?
Overcome Objections
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
These slides have been produced as an optional
resource to support a Bite-Size Training session on this
subject.
A full set of materials, including detailed Session
Leader’s Guide, Delegate Workbook and supporting
activities can be purchased from our Training Shop
Our Training materials are licence-free, but are for use
by the purchaser only.
They CANNOT be passed or sold on.

Weitere ähnliche Inhalte

Was ist angesagt?

Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides johnJohn Ndukwe Ibebunjo
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsCriteria for Success
 
, 7 steps of selling
, 7 steps of selling, 7 steps of selling
, 7 steps of sellingsarikaojha333
 
Sales skills handouts
Sales skills handoutsSales skills handouts
Sales skills handoutsGeorges Caron
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
 
Selling Skills
Selling SkillsSelling Skills
Selling SkillsRavi Reddy
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales processYuri Piltser
 
Overcoming objections jim duffy
Overcoming objections jim duffyOvercoming objections jim duffy
Overcoming objections jim duffyJim Duffy
 
Sales skills ppt sesh sukhdeo
Sales skills ppt   sesh sukhdeoSales skills ppt   sesh sukhdeo
Sales skills ppt sesh sukhdeoSESH SUKHDEO
 
Basic selling skills enas
Basic selling skills enasBasic selling skills enas
Basic selling skills enasEnas Mohsen
 
The secret to closing the sale
The secret to closing the saleThe secret to closing the sale
The secret to closing the saleEfrat Barzilay
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesRobin Singh Gill
 
handling objection sales script
handling objection sales scripthandling objection sales script
handling objection sales scriptazri amin
 

Was ist angesagt? (20)

Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides john
 
Selling Is An Art Form
Selling Is An Art FormSelling Is An Art Form
Selling Is An Art Form
 
Selling skills
Selling skillsSelling skills
Selling skills
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
 
, 7 steps of selling
, 7 steps of selling, 7 steps of selling
, 7 steps of selling
 
Sales skills handouts
Sales skills handoutsSales skills handouts
Sales skills handouts
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey Mesquita
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales process
 
Overcoming objections jim duffy
Overcoming objections jim duffyOvercoming objections jim duffy
Overcoming objections jim duffy
 
The Five Rules Of Closing A Sale
The Five Rules Of Closing A SaleThe Five Rules Of Closing A Sale
The Five Rules Of Closing A Sale
 
Sales skills ppt sesh sukhdeo
Sales skills ppt   sesh sukhdeoSales skills ppt   sesh sukhdeo
Sales skills ppt sesh sukhdeo
 
Basic selling skills enas
Basic selling skills enasBasic selling skills enas
Basic selling skills enas
 
Basics of sales
Basics of salesBasics of sales
Basics of sales
 
Sales training
Sales trainingSales training
Sales training
 
The secret to closing the sale
The secret to closing the saleThe secret to closing the sale
The secret to closing the sale
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the Sales
 
Overcoming Objections
Overcoming ObjectionsOvercoming Objections
Overcoming Objections
 
handling objection sales script
handling objection sales scripthandling objection sales script
handling objection sales script
 

Andere mochten auch

8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniquesxoombi
 
Sales - Lead Conversion
Sales - Lead ConversionSales - Lead Conversion
Sales - Lead ConversionGeeta Hansdah
 
Consultative Selling Presentation
Consultative Selling PresentationConsultative Selling Presentation
Consultative Selling Presentationtshelton79
 
50 Best Motivational Quotes to Ignite Your Sales Drive
50 Best Motivational Quotes to Ignite Your Sales Drive50 Best Motivational Quotes to Ignite Your Sales Drive
50 Best Motivational Quotes to Ignite Your Sales DriveHubSpot
 

Andere mochten auch (6)

8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniques
 
Closing the sale
Closing the saleClosing the sale
Closing the sale
 
Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques
 
Sales - Lead Conversion
Sales - Lead ConversionSales - Lead Conversion
Sales - Lead Conversion
 
Consultative Selling Presentation
Consultative Selling PresentationConsultative Selling Presentation
Consultative Selling Presentation
 
50 Best Motivational Quotes to Ignite Your Sales Drive
50 Best Motivational Quotes to Ignite Your Sales Drive50 Best Motivational Quotes to Ignite Your Sales Drive
50 Best Motivational Quotes to Ignite Your Sales Drive
 

Ähnlich wie Overcome objections

Monday morning meeting 022414
Monday morning meeting 022414Monday morning meeting 022414
Monday morning meeting 022414Joaquin Davila
 
Professional+basic+selling+skills
Professional+basic+selling+skillsProfessional+basic+selling+skills
Professional+basic+selling+skillsmohamedelmokatef
 
[Lean 101] Bootstrapping & Getting Out of the Building
[Lean 101] Bootstrapping & Getting Out of the Building[Lean 101] Bootstrapping & Getting Out of the Building
[Lean 101] Bootstrapping & Getting Out of the BuildingNikos Palavitsinis, PhD
 
Sales presentation
Sales presentationSales presentation
Sales presentationRam
 
Planning, refining and testing your idea
Planning, refining and testing your ideaPlanning, refining and testing your idea
Planning, refining and testing your ideaIncrementa consulting
 
sales ppt_fav.pptx
sales ppt_fav.pptxsales ppt_fav.pptx
sales ppt_fav.pptxArbrHalilaj
 
Inside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesInside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesAdnan Mohiuddin
 
PPT ON Personal selling process
PPT ON Personal selling processPPT ON Personal selling process
PPT ON Personal selling processLAXMI835104
 
Advance steps in selling process
Advance steps in selling processAdvance steps in selling process
Advance steps in selling processMuhammad Javed Amin
 
Product Management Guide - A Work In Progress
Product Management Guide - A Work In ProgressProduct Management Guide - A Work In Progress
Product Management Guide - A Work In ProgressHussam Shams
 
4.2 Assess opportunity.pptx
4.2 Assess opportunity.pptx4.2 Assess opportunity.pptx
4.2 Assess opportunity.pptxRajesh C
 

Ähnlich wie Overcome objections (20)

Handle complaints
Handle complaintsHandle complaints
Handle complaints
 
Qualify customers
Qualify customersQualify customers
Qualify customers
 
Overcoming objections
Overcoming objectionsOvercoming objections
Overcoming objections
 
Monday morning meeting 022414
Monday morning meeting 022414Monday morning meeting 022414
Monday morning meeting 022414
 
Professional+basic+selling+skills
Professional+basic+selling+skillsProfessional+basic+selling+skills
Professional+basic+selling+skills
 
Questioning
QuestioningQuestioning
Questioning
 
[Lean 101] Bootstrapping & Getting Out of the Building
[Lean 101] Bootstrapping & Getting Out of the Building[Lean 101] Bootstrapping & Getting Out of the Building
[Lean 101] Bootstrapping & Getting Out of the Building
 
Sales presentation
Sales presentationSales presentation
Sales presentation
 
Planning, refining and testing your idea
Planning, refining and testing your ideaPlanning, refining and testing your idea
Planning, refining and testing your idea
 
sales ppt.pptx
sales ppt.pptxsales ppt.pptx
sales ppt.pptx
 
sales ppt_fav.pptx
sales ppt_fav.pptxsales ppt_fav.pptx
sales ppt_fav.pptx
 
Inside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesInside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, Techniques
 
PPT ON Personal selling process
PPT ON Personal selling processPPT ON Personal selling process
PPT ON Personal selling process
 
Marketing 2.09 ppt
Marketing 2.09 pptMarketing 2.09 ppt
Marketing 2.09 ppt
 
Advance steps in selling process
Advance steps in selling processAdvance steps in selling process
Advance steps in selling process
 
Selling process
Selling processSelling process
Selling process
 
Upselling
Upselling Upselling
Upselling
 
Product Management Guide - A Work In Progress
Product Management Guide - A Work In ProgressProduct Management Guide - A Work In Progress
Product Management Guide - A Work In Progress
 
Lean startup meetup
Lean startup meetupLean startup meetup
Lean startup meetup
 
4.2 Assess opportunity.pptx
4.2 Assess opportunity.pptx4.2 Assess opportunity.pptx
4.2 Assess opportunity.pptx
 

Mehr von Power Hour Training (14)

Bite size training
Bite size trainingBite size training
Bite size training
 
Deliver On-the-Job Training
Deliver On-the-Job TrainingDeliver On-the-Job Training
Deliver On-the-Job Training
 
Lead from a distance
Lead from a distanceLead from a distance
Lead from a distance
 
Empowering leadership
Empowering leadershipEmpowering leadership
Empowering leadership
 
Customer service
Customer serviceCustomer service
Customer service
 
Telephone communication
Telephone communicationTelephone communication
Telephone communication
 
Run effective meetings
Run effective meetingsRun effective meetings
Run effective meetings
 
Plan your time
Plan your timePlan your time
Plan your time
 
Motivate and engage people
Motivate and engage peopleMotivate and engage people
Motivate and engage people
 
Manage the impact of change
Manage the impact of changeManage the impact of change
Manage the impact of change
 
Handle difficult people
Handle difficult peopleHandle difficult people
Handle difficult people
 
Assert yourself
Assert yourselfAssert yourself
Assert yourself
 
Magic Minutes From Power Hour Delegate
Magic Minutes From Power Hour   DelegateMagic Minutes From Power Hour   Delegate
Magic Minutes From Power Hour Delegate
 
Magic minutes from power hour delegate
Magic minutes from power hour   delegateMagic minutes from power hour   delegate
Magic minutes from power hour delegate
 

Kürzlich hochgeladen

PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfHajeJanKamps
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxJemalSeid25
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...Khaled Al Awadi
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...Brian Solis
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentationbaron83
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 

Kürzlich hochgeladen (20)

PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptx
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentation
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 

Overcome objections

  • 1. Overcome Objections Http://www.power-hour.co.uk – Bite Size Training Materials Overcome Objections
  • 2. Overcome Objections Http://www.power-hour.co.uk – Bite Size Training Materials 2012 By the end of the Power Hour you will be able to: • Describe the different types of objection, and what is driving them • Explain different techniques for overcoming objections, and when each is useful • Use different techniques for overcoming objections.
  • 3. Overcome Objections Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Common Types of Objection •The customer doesn't see a need for your product/service at this time. •They cannot see how your product/service meets the needs they have.Need •Your product/service is beyond the customer's budget. •Your product/service incurs too many add-ons. •The customer believes that they can a lower price. Value •The product/service does not fulfill ALL of the customer's needs. •The customer is unhappy with specific aspects of your product/service. •The customer is not confident about all the aspects of your product/service. Features •The customer doesn't like your product/service, or some aspect of it. •The customer is uncomfortable with the salesperson or the business itself.Desire
  • 4. Overcome Objections Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Techniques for Overcoming Objections K – Keep calm L – Listen I – Indicate understanding P- Pause S – Sell the benefits of your proposal KLIPS courtesy of www.GaryGorman.com
  • 5. Overcome Objections Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Techniques for Overcoming Objections • Stop and demonstrate that you heard the customers concerns. Acknowledge • Ask questions to help you to understand the issue, NOT to persuade the customer that their concern is unjustified. Question and Listen • Show you have listened by repeating them back to them and then provide suggestions that may solve the problem for the customer. • Use hypothetical questions to test ideas out, and further understand the true nature of the objection. Find Solutions • Summarise their concerns and what has been accepted as a suitable solution. You may then proceed to closing the sale. Share Agreement
  • 6. Overcome Objections Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Make it Work at Work What are you going to DO as a result of this Power Hour Session?
  • 7. Overcome Objections Http://www.power-hour.co.uk – Bite Size Training Materials 2012 These slides have been produced as an optional resource to support a Bite-Size Training session on this subject. A full set of materials, including detailed Session Leader’s Guide, Delegate Workbook and supporting activities can be purchased from our Training Shop Our Training materials are licence-free, but are for use by the purchaser only. They CANNOT be passed or sold on.