Objection handling

How to deal with Objections

1. OBJECTION HANDLING Define

2. Define Cold calling is a technique used by salespeople to contact individuals who have not previously expressed interest in the offered products or services. Cold calling typically refers to  solicitation by phone or telemarketing , but can also involve in-person visits, such as with door-to-door salespeople.

3. Sales Objection  A sales objection is  an explicit expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you .

4. Do a bit Extra In other words, it's a clear signal that you have more work to do in the selling process.

5. USP Unique Selling point Find and memorise them , Point out them even when you sleep

6. Need Need : Buyer doesn't yet perceive, or doesn't yet admit, the need to solve a problem .

7. Urgency Urgency : Buyer doesn't yet see why the issue is pressing.

8. Trust : Trust : Buyer feels uncertainty about you, your solution, your company, or your outcomes Solution : History and Current news

9. Money Money : Buyer communicates that money is going to be an issue. No cost emi / Partial payment

10. 1. Listen Fully to the Objection Take the time to  listen to the objection fully Don't react defensively Train yourself to ignore any negative emotions you may be feeling Stay focused on what the buyer is saying and the business problem you’re helping to solve Listen with the intent of fully understanding the buyer's concerns without bias or anticipation Allow your body language and verbal confirmations to communicate to the buyer that you're listening intently 

11. 2.Understand the Objection Completely Many objections hide underlying issues that the buyer can't or isn't ready to articulate. Often the true issue isn't what the buyer first tells you. It's your job to get to the heart of the objection —to fully understand it and its true source.

12. 3. Respond Properly(Time) You should do your best to resolve their issue right away if possible . Don't wing it—when buyers sense a seller is ad libbing , it creates distrust. Long-winded responses can seem insincere, too, so keep your responses clear and to the point.

13. 4. Confirm You've Satisfied the Objection Once you've responded, check if you've satisfied all of their concerns. Just because they nodded during your response doesn't mean they agreed with everything you said. Ask if the buyer is happy with your solution and explain your solution further if necessary. Sometimes you need to go through a process to overcome sales objections, rather than a quick answer or a-ha moment

14. Choose your words wisely:   As much as you might like to respond, “You get what you pay for, ” or, “Those are our fees and we’re worth every penny,” don’t. There's no glib, pat answer to money objections.

15. It’s not all about the money “If money wasn’t an object, what then?” This will usually lead you to the root objection to the sale.

16. Get back to value Communicate a clear picture of the value of the solution you established in the selling process. 

17. Don’t talk cost structure   You’ll end up going down a slippery slope if you start justifying your price by what your costs are.

18. OPEN DISCUSSION What objections? What issues?

19. Author name – Suganya Leads To get Training pl mail [email protected]