Download
1 / 33
330 likes | 556 Views
Addressing. Objections & Closing. Addressing Objections and Closing. We don’t take no…. Addressing Objections and Closing. We don’t take no…. Addressing Objections. At the conclusion of your presentation, you have two primary goals:. Get the order. Grow the relationship.
E N D
Addressing Objections & Closing
Addressing Objections and Closing We don’t take no…
Addressing Objections and Closing We don’t take no…
Addressing Objections At the conclusion of your presentation, you have two primary goals: Get the order Grow the relationship
Addressing Objections Objections can be good because they indicate the prospect is interested
Addressing Objections Prospects voice objections when they… Have questions Have concerns Need reassurance Want the best deal Want the upper hand Aren’t ready to commit Aren’t sold
Addressing Objections If you achieved minor agreement on each section of your proposal, addressing final objections is a necessary step in closing the sale
Addressing Objections Closing can be difficult for the prospect: Misunderstanding of something Fear of making a mistake Resistance to change Lack of trust and/or confidence
Addressing Objections Closing can be difficult for the salesperson: Misunderstanding of something Don’t fully understand the prospect’s needs Don’t appreciate prospect's perspective Focused on the sale and not the prospect Lack of confidence Fear of failure Avoidance of rejection
Addressing Objections When prospects voice objections: Remain calm and relaxed Show respect and use diplomacy Uncover the real question/concern Address, don’t overcome objections Check your ego & emotions at the door Remember: The prospect is questioning your proposal, not rejecting you!
Process: First Objection Acknowledge: It sounds like you have a concern about … Clarify: Tell me why you feel that way… Ask Questions: Let me make sure I understand your concerns… Encourage the prospect to talk (“Tell me more …”) More the client talks, the lower ‘The Wall’ becomes Calm and Disarm: I can certainly understand why you might feel that way … Review: You’ll recall we’ve agreed that … Review the key points of your proposal Review the benefits you bring to the table So if you’ll initial here, we can get started next Monday as proposed. Ask for the order: Let’s Practice!
First Objection – Second Time Acknowledge: It sounds like you have a concern about … Clarify: Tell me why you feel that way… Ask Questions: Let me make sure I understand your concerns… Encourage the prospect to talk (“Tell me more …”) More the client talks, the lower ‘The Wall’ becomes Calm and Disarm: I can certainly understand why you might feel that way … Respond: Ask for the order: So if you’ll initial here, we can get started next Monday as proposed.
“This Investment Is Too Much” Reduce-To-The-Ridiculous Investment / AQH Persons = Cost per Impression $200 Commercial / 10,000 AQH = 2¢ per Impression Return On Investment In economics, ROI is the expected rate of return on additional units of investment
“The Commitment is Too Long …” With credit approval, you can pay on a monthly basis … Clarify billing policies: Reassure by offering your commitment: I’ll be with you every step of the way … Detail station cancellation policy: I am confident you will be happy with this recommendation, but should you need to cancel, our station policy is …
“Let Me Think It Over” Will the client think it over? Radio advertising is always changing Radio’s inventory is finite Time may not be available Competitors may take your spots Rates are based on supply and demand Rates may increase People moving out of purchase cycle … sales lost!
Addressing Objections & Closing
