Overcoming ObjectionsJacques de Villiers

Thinking, writing & speaking to help you hit your number

What you’ll learn in this session

1. What top sales performers do well!2. Three reasons we get objections!3. What happens to us when we get objections!4. What are typical objections!5. Field-tested formula to handle objections!6. The ‘feel, felt, found’ formula to success!7. How to prepare for objections

9.1%Only

of sales meetings result in a sale and just

1 outof 250

$1,760

salespeople exceed their targets.

of profit per sale is needed just to cover the cost of failed sales meetings, assuming that the meetings cost, on average, $160. HBR December 2010

80% of your sales team is only

hitting 42% of its target

80/20

The Myth of Average

What makes all the

difference?

The ability to think on one’s feet when

objections are raised

Why do we get objections?

An inadequate discovery process

Intention

Get Give

Discontent!Weak!

Conflict!Victim

Fulfilled!Powerful!Harmony!Master

What happens when we get objections?

We freeze!We fight!

We capitulate!

What are typical objections?

I want to think it over!I want to check with two more suppliers!Your price is too high!I have to talk it over with my partner!I’m satisfied with my present supplier!We’ve spent our entire budget for the year!Get back to me in six months!

Objections

How do we handle

objections?

Objection Handling Process

Listen!

Question!

Answer (Feel, Felt, Found)!

Close the loop!

Dig out more objections!

Feel, Felt, Found

Feel

I can understand that you FEEL that our …

Felt

You’re not alone, since we started shop 20 years ago, most of our 3 500 clients FELT

that …

Found

But you know what? They all gave us a chance to serve them and FOUND that …

Tell a success story …!Reiterate benefits …

Proper Planning

Prevents Poor Performance

How to prepare for objections

Get together!Script your answers!

Practice (learn)!Test!

Feedback

Objection Problem Solving Questions

1. What is the objection?!

2. Why does the prospect raise the objection?!

3. What possible explanations can I offer my prospect?!

4. What is the best possible explanation I can give my prospect?

What you learned in this session …

1. What top sales performers do well!2. Three reasons we get objections!3. What happens to us when we get objections!4. What are typical objections!5. Field-tested formula to handle objections!6. The ‘feel, felt, found’ formula to success!7. How to prepare for objections

Jacques de Villiers!082 906 3693!

www.jacquesdevilliers.co.za!jacques@jacquesdevilliers.com

Thinking, writing and speaking to help you hit your number