PresentsPresents

Handling Objections

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.

Types of Objections

Seeker

Condition

Stalls

Hidden

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

Role Play #1

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

Listen Carefully

Hear the Prospect Out Completely

Confirm Your Understandingof the Objection

Restate

Evaluate

Isolate

Acknowledge Prospect’s Point of View

Points of Agreement

Cushion Your Response

Select A Specific Technique

Prospect’s Behavioral Style Phase of Interview Objection Raised Mood of Prospect Number of Times Objection Mentioned Type of Objection

Answer The Objection

The Answer Must Satisfythe Prospect if a Sale is to Result.

Confirm Your Answer

Satisfied the Objection

Attempt to Close

If Close Not CompletedContinue Presentation

Role Play #2

Objections Gauntlet

Handling Objections Summary

Stay in Control

Psychological Reasons

Valid and Invalid Objections

Seven Step Method.

Thank You