Download Handling Sales Objections: A Comprehensive Guide and more Slides Sales Management in PDF only on Docsity! Welcome Your Prospect’s Objections docsity.com The Tree of Business Life: Objections Guided by The Golden Rule: – Welcome objections – Remember that objections may allow you to answer the prospect’s concern(s) – Realize your product or solution may not be for everyone • If it is not for a particular customer, thank him and politely leave • If it would benefit the customer, politely, professionally, and ethically show how the product could be useful – Handling objections truthfully shows you provide ethical service in order to build true relationships Builds Relationships T T T T T T T T T T T docsity.com Prospect may object ___ time during sales call Always be ready to ______ a prospect’s objections When Do Prospects Object? docsity.com Objections and the Sales Process • Objections can occur at any time • When objections occur, quickly determine what to do docsity.com Exhibit 12-3: When Objections Occur, Quickly Determine What To Do 1. Prospecting/Customer 4. Presentation •Product SELLs •Marketing plan SELLs •Business Proposition SELLs 2. Preapproach/Planning 9. Close 10. Follow-up & Service 6. Determine objection 3. Approach 5. Trial Close 7. Meet objection 8. Trial close docsity.com How Do You Handle Sales Objections? • The sales objection may: – ___ for information – Give strong __________ • Remember you want to help the person docsity.com Salespeople Need To Be Good Communicators, but How? • Handling objections can be challenging – Done incorrectly, you may appear rude – Done correctly, you appear ____________ docsity.com There Are Time-Honored Communication Techniques that Can Help You to: • Be a good ____________ • More effectively ____ others docsity.com What Does the Trial Close Do?* • Does it ask for the order? • Does it ask for an opinion? docsity.com Yes, the Trial Close Asks For An:* • _______ or feedback about what was just said or shown docsity.com Why Do You Use a Trial Close After Answering an Objection?* • To see if you have answered the objection! docsity.com Exhibit 12-12: The Procedure to Follow when a Prospect Raises an Objection Prospect raises an objection Response to the objection Use a trial close Move into your presentation Close the sale docsity.com Let’s Review By Taking a Closer Look at the Interactions Within the Sales Presentation* Presentation Trial Close Determine Objection Meet Objection Trial Close Close Approach docsity.com Answers to Blanks 1. challenge 2. advantage 3. overcome 4. Opposition 5. any 6. handle 7. Plan 8. Anticipate 9. positive 10. Listen 11. Ask 12. resistance 13. professional 14. communicator 15. help 16. Opinion 17. close docsity.com
