Post on 01-Jan-2016
Start / Stop / Continue
The Rainmaker Academy
will equip you with a number of tools.
To organize them in a constructive manner, use the Start/Stop/Continue Matrix located on the
inside front cover of your work book
Objectives
Describe why objections are positive Describe why prospects object Differentiate between valid and invalid objections Identify techniques and tactics to handle
objections Demonstrate handling objections.
Attitude Toward Objections
Normal and Natural Part of the Process
Move Prospects Closer to Sale
Reveals the Keys to a Successful Sale.
Why Prospects Object
Psychological Dislike Making a Decision
Established Habits
Reluctance to Give Up
Difficulty Changing Habits
Perceived Threat to Self-Image.
Why Prospects Object
Logical Reasons Presentation Misunderstood
Not Convinced
Hidden Reason To Object.
Buying Signals
No sale is ever consummated untilthe Prospect agrees with the Seller that:
Yes, I need your service. Your service is the solution to my problem. You are the person from whom I should buy. Your firm is the one to deal with. The time to buy is now. The investment and its terms are fair.
Five Categories of Prospect Objections
1. Service Objections2. Hidden Objections to Seller 3. Firm Objections4. Staff Objections5. Price Objections
Seven-Step Method for Handling Objections
1. Listen Carefully - Hear the Prospect Out2. Confirm Your Understanding of the Objection3. Acknowledge the Prospect’s Point of View4. Select a Specific Technique5. Answer the Objection6. Confirm Answer Satisfied the Objection7. Attempt to Close
Select A Specific Technique
Prospect’s Behavioral Style Phase of Interview Objection Raised Mood of Prospect Number of Times Objection Mentioned Type of Objection
Handling Objections Summary
Stay in Control
Psychological Reasons
Valid and Invalid Objections
Seven Step Method.