The document discusses handling sales objections. It lists common objections such as price, value, authority, and confidence. It advises researching common objections, expecting them, and preparing responses. When an objection is received, the seller should take note, try incorporating the response into future pitches, listen, acknowledge, clarify, and validate the objection. Common responses include lack of interest, lack of money, and lack of need. Overcoming objections provides learning opportunities about customers and improving sales pitches.
7. You simply have not sold enough value to the individual – the
value of what you are selling must clearly exceed the price
you’re charging.
Value
You are not speaking with the correct person who has the ability
to release funds.
Authority
The client does not see the scale of the problem facing their
business.
Problem
Confidence The client is not confident in the proposed outcome of your
solution.
TYPICAL SALES OBJECTIONS
The sales objections you receive are not always indicative of what you think they are
10. FIRST STEPS TOWARDS INCORPORATING OBJECTION HANDLING
Research
Expect
Prepare
11. EVERY TIME YOU DO A SALES PITCH AND
RECEIVE AN OBJECTION,
TAKE NOTE OF IT
AND IF IT’S POPPING UP REGULARLY, TRY
TO WORK THE ANSWER INTO YOUR PITCH
FOR THE NEXT CLIENT
14. COMMON RESPONSES AND HOW TO OVERCOME
THEM ?
1- I’M NOT INTERESTED (NEED):
•
2- I DON’T HAVE ENOUGH MONEY (AUTHORITY / VALUE / PRICE):
3- I DON’T NEED IT (NEED):
16. DO NOT FORGET TO LEARN FROM OBJECTIVES
Learning from your customer. What’s important to them? What do they care about?
Getting insight about your pitch. They’re helping you understand what works and what doesn’t.
Becoming more attuned to the market — who your product is right for (and who it’s not).
Developing a partnership with your customer that goes beyond closing a particular sale to potentially building a
lasting and mutually beneficial relationship.
