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CHAPTER 11

CHAPTER 11. PROSPECT’S OBJECTIONS. WHY PROSPECTS RAISE OBJECTIONS?. BUYER WANTS TO AVOID INTERVIEW SALES PERSON FAIL TO PROSPECT AND QUALIFY PROPERLY BUYER WONT BUY ON FIRST SALES CALL BUYER RESISTS CHANGES IN DOING BUSINESS FAILS TO RECOGNIZE NEED LACKS INFORMATION ON PRODUCT AND BENEFITS.

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CHAPTER 11

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  1. CHAPTER 11 PROSPECT’S OBJECTIONS

  2. WHY PROSPECTS RAISE OBJECTIONS? • BUYER WANTS TO AVOID INTERVIEW • SALES PERSON FAIL TO PROSPECT AND QUALIFY PROPERLY • BUYER WONT BUY ON FIRST SALES CALL • BUYER RESISTS CHANGES IN DOING BUSINESS • FAILS TO RECOGNIZE NEED • LACKS INFORMATION ON PRODUCT AND BENEFITS

  3. POINTS TO CONSIDER IN MEETING OBJECTIONS • PLAN FOR OBJECTIONS • ANTICIPATE AND FORESTALL • USE ACRONYM L. A. A. R. C • LISTEN • ACKNOWLEDGE • ASSESS • RESPOND • CONFIRM

  4. MAJOR AREAS OF OBJECTIONS • PRACTICAL • PRICE,PRODUCT,INVENTORY,DELIVERY • PSYCHOLOGICAL • RESISTANCE TO SPEND MONEY • RESISTANCE TO DOMINATION AND BELIEFS • NEGATIVE IMAGE OF SALES PEOPLE • INABILITY TO MAKE DECISIONS

  5. CATEGORIES OF OBJECTIONS • NO-NEED OBJECTIONS • HIDDEN OBJECTIONS • STALLING OBJECTIONS • MONEY OBJECTIONS • PRODUCT OR SERVICE OBJECTIONS • SOURCE OBJECTIONS • TIME DELAY OBJECTIONS • SEE EXAMPLES ON PAGES 349-354

  6. METHODS FOR RESPONDING TO OBJECTIONS • FORESTALL: TAKE CARE OF OBJECTIONS BEFORE PROSPECT BRINGS IT UP • DIRECT DENIAL: HARSH REPONSE THE PROSPECT IS WRONG • INDIRECT DENIAL: CORRECTING THE PROSPECT • TRANSLATION OR BOOMARANG: TURN A REASON NOT TO BUY A REASON TO BUY

  7. COMPENSATION:COUNTERBALANCE WITH OFFSETTING BENEFIT • QUESTION: ASK ASSESMENT QUESTIONS TO GAIN BETTTER UNDERSTANDING OF OBJECTIONS (EX 11-10 QUESTION SEQUENCE) • POSTPONE OBJECTION • THIRD PARTY REINFORCEMENT • PASS UP

  8. TRIAL CLOSE • ASK CLARIFYING QUESTIONS TO SATISFY PROSPECT’S OBJECTIONS • MAKE SURE THAT YOU HAVE BEEN ABLE TO OVERCOME OBJECTIONS • IF NOT GO BACK TO PRESENTATION TO REINFORCE F A B • IF YOU ARE ABLE TO OVERCOME OBJECTIONS,TRY TO CLOSE • SUMMARIZE SOLUTIONS AND BENEFITS

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