redo chapter 11-13

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chapter_12_objections.ppt

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Welcome Your Prospect’s Objections

Chapter

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What are Objections?

Opposition or resistance to information or the salesperson’s request is an objection

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Objections and the Sales Process

Objections can occur at any time
When objections occur, quickly determine what to do

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Basic Points to Consider in Meeting Objections

Plan for objections
Handle objections as they arise – postponement may cause a negative mental picture or reaction
Be positive
Listen – hear them out

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Exhibit 12.4: Six Major Categories of Objections

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Exhibit 12.7: Techniques for Meeting Objections

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If After Your Presentation You Received a Positive
Response to Your Trial Close, What Would You Do?

Approach

Presentation

Trial Close

Determine Objection

Meet Objection

Trial Close

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If After Your Presentation You Received a Negative
Response to Your Trial Close, What Would You Do?

Approach

Presentation

Trial Close

Determine Objection

Meet Objection

Trial Close

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If After You Meet the Objection You Received a Positive Response to Your Trial Close, What Would You Do?

Approach

Presentation

Trial Close

Determine Objection

Meet Objection

Trial Close

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Approach

Presentation

Trial Close

Determine Objection

Meet Objection

Trial Close

If After You Meet the Objection You Received a Negative Response to Your Trial Close, What Would You Do?