Overcome objections

25 %
75 %
Information about Overcome objections
Business & Mgmt

Published on July 9, 2013

Author: PowerHour



Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from Prices start from £30 + VAT

Overcome Objections Http:// – Bite Size Training Materials Overcome Objections

Overcome Objections Http:// – 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:// – 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:// – 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

Overcome Objections Http:// – 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:// – 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:// – 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.

Add a comment

Related presentations

Canvas Prints at Affordable Prices make you smile.Visit http://www.shopcanvasprint...

30 Días en Bici en Gijón organiza un recorrido por los comercios históricos de la ...

Con el fin de conocer mejor el rol que juega internet en el proceso de compra en E...

With three established projects across the country and seven more in the pipeline,...

Retailing is not a rocket science, neither it's walk-in-the-park. In this presenta...

What is research??

What is research??

April 2, 2014

Explanatory definitions of research in depth...

Related pages

7 Steps to Overcoming Objections - SalesHQ

7 Steps to Overcoming Objections. Tweet: 34 Comments. Featured Author: Jonathan Farrington. Jonathan Farrington is a globally recognized business coach ...
Read more

Overcoming Common Sales Objections: Don’t Take No for an ...

The 'Price' Sales Objection: Overcome the 'Price' excuse by demonstrating the unique value of your product, and give specific examples of how the product ...
Read more

7 Common Sales Objections and How to Overcome Them

Use these tips to overcome seven of the most common sales objections you will hear during the sales process in your small business.
Read more

How to Handle Objections in Six Easy Steps - How to Sell ...

Knowing how to handle objections is a basic sales skill that all salespeople should master. Don't worry; it's not as difficult as you may think.
Read more

Overcome Objections (5 Simple Steps) Persuasion Sales ...

Overcome Objections (5 Simple Steps) Persuasion Sales Skills - Michael Bernoff. Subscribe Subscribed Unsubscribe 11,112 11K.
Read more

overcome objections - Deutsch-Übersetzung – Linguee Wörterbuch

Viele übersetzte Beispielsätze mit "overcome objections" – Deutsch-Englisch Wörterbuch und Suchmaschine für Millionen von Deutsch-Übersetzungen.
Read more

Overcome Objections - Chanimal

Overcoming Objections. Most objections appear when a field rep has failed during the presentation to show the dealer how the products meet his or her needs ...
Read more

Overcoming Sales Objections - Selling & Persuasion

Remove those obstacles to your sales succes by overcoming sales objections. Overcoming Sales Objections. Do you fumble about and mumble ?
Read more

Overcoming Sales Objections the Easy Way - Chris Garrett

Overcoming Sales Objections the Easy Way. Overcoming objections is an essential part of the sales process, ... When I say overcome the objections, ...
Read more

15 Ways to Overcome Sales Objections - Business Know-How

15 Ways to Overcome Sales Objections by Tim Parker Sales objections are a fact of life when ...
Read more