Handling Objections- NEW
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Transcript of Handling Objections- NEW
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Handling Objections
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Anything a customer says or does that is an
Obstacle to a Smooth Closing.
It is a Clear Signal that you have more work
to do in the Selling Process.
Any form of communication that meansNo
when you ask for the Sale. .
What is an Objection ?
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Understand the What &Why of theObjection
Most of the time they are Different !
Objections
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Why Customers Object ?
They misunderstand
They dont trust you You havent uncovered any real needs
They dont see that your product will help them
They dont see that they need to act now
and many more..
Why Customers Object ?
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Why Customers Object ?
1. Lack of perceived Value in the product orservice
2. Lack of perceived Urgency in purchasing3. Perception of inferiority to a Competitor
4. Personal issue with the Customers
5. Initiative first taken by a Competitor
6. It's Safer to do Nothing perception
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How to Handle
Customers Objection?Lack of perceived Valuein the product or service
Identify where no value is seen
Lack of perceived Urgencyin purchasingIdentify why they dont want the solutiontoday
Perception of Inferiorityto a CompetitorVerify that it is their only objection
Work around it & emphasize on other benefits
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Personal issue with the CustomerRarely happens, can be an excuse
Initiativewith a CompetitorFind a new initiative
It's Safer to do Nothing perception
Lack of benefit & inherent risk of problems inrecommending a Change
You need to arrange & give more relevant information
How to Handle
Customers Objection?
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Benefits of Objections
GOLDENOPPORTUNITY
GRAB IT !
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Real& Unreal Objections
Unspoken Objections
PriceObjections
Doubts &Misconception resulting in Objections
Prestige Objections
Subjective Objections
Indifference Objections
Last Effort Objections.
Limitationsresulting in Objections
Types of Objections
How do we handle these ?
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Real& Unreal Objections - ProbingUnspoken Objections - Probing & Find out the hidden agendaPriceObjections - Increase Value by sharing Product BenefitsDoubts &Misconception resulting in Objections -Provide Proof &
Evidence (Give 3rdparty reference ,Journal, Clinical trials ,KOLOpinion etc.)
Prestige Objections - Raise the Ego & Delink the Objection & takethird party support without hurting his/ her ego.
Subjective Objections -Provide Proof & Evidence/Demonstrate
Indifference Objections -Provide Proof, Evidence & Createinterest
Last Effort Objections.- Push him make a decision then & there Limitationsresulting in Objections - Draw a Bigger Picture
Solution to Objections
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S
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Technique of Handling Objections
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S
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Technique of Handling
Angry Customers
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RxShare
HeartShare
MindShare
Benefits of
Effective Objection Handling ?
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