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Be the best in overcoming customers' objections

From Yair Schoenfeld's on-line course at Udemy: https://www.udemy.com/be-the-best-in-overcoming-customers-objections/learn/v4/overview

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Be the best in overcoming customers' objections

  1. 1. Welcome To the Overcoming objections course https://www.udemy.com/be-the-best-in-overcoming- customers-objections/learn/v4/overview Go to:
  2. 2. What are you going to learn at the overcoming objections course?
  3. 3. ■ How to turn every objection to a positive power. ■ How to develop the interaction with your customer using theirs objections. ■ How to make sure that you are dealing with a real objection. ■ Different techniques and methodologies to overcome your customers objections. ■ The final result: more closings and more sales!
  4. 4. “The costumer’s objection is just a wave of energy that we need to transform into a positive power”.
  5. 5. “The most important rule in sales is knowing where you are, and what do you want to achieve at every point. I call it the navigating rule”.
  6. 6. “Our mission is to use the energy of the objection in order to get progress along the sale’s interaction”.
  7. 7. “Following our Fight or Flight instinct won’t serve us when trying to overcome the costumers objections. We need to develop a Third instinct”.
  8. 8. Our 3 first missions are:
  9. 9. #1 “Re-evaluating the situation and avoiding fight or flight behavior”.
  10. 10. #2 “Gaining one second in order to get back control of the situation”.
  11. 11. #3 “Reducing the flames level”.
  12. 12. That’s why it is so important To accept customer’s objection!
  13. 13. The most common objections:
  14. 14. #1 “It is very expensive”.
  15. 15. #2 “I don’t have the money” or “We don’t have the budget”.
  16. 16. #3 “I have to consult with my wife” or “I need to consult with my business partner”.
  17. 17. #4 “I heard bad things about your company” or “I had bad experience with your company”.
  18. 18. #5 “I want to check with your competitors” or “I want to get more offers”.
  19. 19. Acceptance sentences:
  20. 20. The objection Acceptance sentence “It is very expensive” “I agree that it is not the cheapest opportunity in the market” “I don’t have the money” “I understand that there are some budget limitations” “I have to consult with my wife” “It is so nice to see that her opinion is important for you” “I had bad experience with your company” “I am so sorry for that” “I want to check with your competitors” “I understand that it is important for you to make the right decision”
  21. 21. Not close enough to your customer? Need more information? Use his objection to achieve it!
  22. 22. The challenge: Using the costumer’s objection in order to increase personal rapport and learn more about their needs and problems.
  23. 23. Turn the customer’s objection to the discussion topic by asking an open question.
  24. 24. The objection Acceptance sentence Open question “It is very expensive” “I agree that it is not the cheapest opportunity in the market” “Can you guide me more by telling me what are your expectations…?” “We don’t have the budget” “I understand that there are some budget limitations” “Can you tell me more about your budget… (or) plans?” “I have to consult with my wife” “It is so nice to see that her opinion is important for you” “How many years you are together… how did you meet?” “I had bad experience with your company” “I am so sorry for that” “When did it happened… since then, with whom did you work?” “I want to check with your competitors” “I understand that it is important for you to make the right decision” “What is important for you… what exactly would you like to solve?”
  25. 25. Ready to sell? Verify that you are dealing with a real objection
  26. 26. objection Acceptance If/then yes Real= solution Closing $$$ no False Wait for another objection
  27. 27. objection Acceptance If/then yes Real= solution Closing $$$ no False Wait for another objection
  28. 28. objection Acceptance If/then yes Real= solution Closing $$$ no False Wait for another objection
  29. 29. Sometimes the best thing is simply using the customer’s objection as the buying reason!
  30. 30. “That’s exactly why you should buy from us…”
  31. 31. Felt Found Feel
  32. 32. Other people felt like you… Then they found out that… And now they feel much better!
  33. 33. Show your customer that he is not alone. He is a part of a group that had the same doubts. Like them, he will be happy with the buying decision!
  34. 34. “I need to think about it…”
  35. 35. When the “I will need to think about it” objection appears at the beginning of the meeting, it doesn’t mean anything about its end! Accept it and develop the conversation.
  36. 36. Ask the customer what did they like in your offer, and empower it by adding more benefits.
  37. 37. Thank you! Yair Schoenfeld Go to: https://www.udemy.com/be-the-best-in-overcoming- customers-objections/learn/v4/overview

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