What Will You Do When Prospects Raise Objections?
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The document discusses effective strategies for salespeople to address common objections from prospects, such as budget constraints and lack of interest. It emphasizes understanding the prospect's problems, preparing responses, and practicing phraseology to improve communication. Key techniques include listening, encouraging dialogue, and using specific questioning methods to guide the conversation toward a favorable outcome.
What Will You Do When Prospects Raise Objections?
- 1. What Do You Say When Prospects Raise Objections? “I don’t have the budget.” “I’m not interested.” “I don’t have the time.”
- 2. 3
- 3. THIS DOESN’T APPLY TO ME. HOW MIGHT I APPLY THIS?
- 4. WHY SHOULD I LISTEN TO HIM? YOU SHOULDN’T. TEST IT.
- 5. I KNOW THIS ALEADY. CAN I GO DEEPER?
- 11. LET’S GET TO IT
- 12. PART 1 - MISTAKES PART 2 - PREPARING PART 3 - PHRASEOLOGY PART 4 - MY SALES PITCH TODAY
- 13. PART 1 MISTAKES
- 14. 3 Mistakes Salespeople Make When Trying to Start Conversations with Strangers
- 15. #1
- 16. Pop Quiz
- 17. Prospects agree to talk with you because: A. You are awesome. B. Your product is awesome. C. Your company is awesome.
- 18. D. You can potentially make them awesome! Prospects agree to talk with you because:
- 22. INFOMERCIALS
- 23. The Problem “Have you ever struggled to get out of the car? Does back or knee pain make it hard? Do you push with your arm when you try to stand. Or ask someone to give you a hand?” The Fireball “Now you can get in an out of your car by yourself with ease!”
- 24. The #1 Mistake . . .
- 25. The Car Cane locks into any car. Open your door and snap it on. It locks into place and will not move. Car Cane’s forged steal contstruction can hold up to 350 pounds.
- 27. THE PROBLEM “Have you ever accidentally put a wool sweater in the dryer and shrunk it?”
- 29. THE PROBLEM “Have you ever taken your car for an oil change only to have the mechanic tell you that you needed a new transmission and you didn’t know if you could trust him?”
- 31. THE PROBLEM “Have you ever had your hard drive crash and realized that you lost all your photos and videos?”
- 33. #1 Know Your Prospect’s Problem Have you ever . . . Do you know how . . .
- 38. “I don’t have the budget.” “I’m not interested.” “Email me some information.” “We already have a vendor.” “I need to check with my boss.” “I need some referrals.”
- 39. “I don’t have the budget.” “I’m not interested.” “Email me some information.” “We already have a vendor.” “I need to check with my boss.” “I need some referrals.”
- 40. Winging It
- 41. #2 Know Your Lines
- 42. 3
- 45. MISTAKE #3 PRACTICING WITH PROSPECTS
- 46. #3 Role Play 20 minutes everyday
- 47. PART 2 PREPARE
- 48. MISE EN PLACE
- 53. Phraseology?
- 54. In 6 minutes
- 55. BUT FIRST . . .
- 56. WHY?
- 57. BECAUSE PROSPECTS ARE AFRAID YOU’RE THE CMKP https://youtu.be/YIGEwAuWpB8
- 59. THE FEAR IS CAUSED BY YOU
- 61. 1
- 62. WHAT’S YOUR GOAL WHEN COLD CALLING & RESPONDING TO OBJECTIONS?
- 63. MOST COMMON ANSWERS TO BOOK A MEETING TO OVERCOME THE OBJECTION TO MOVE THE SALE FORWARD MAKE A SALE GET A DEMO DO YOU SEE ANYTHING IN COMMON WITH THE CMKP?
- 64. YOU’RE MOVING FASTER THAN YOUR PROSPECT
- 65. Can I meet your parents?
- 66. 2
- 67. COMCAST
- 71. 3
- 73. YOU’RE ASSUMING
- 74. WHAT YOU NEED IS A WAY OUT
- 76. HOW?
- 77. STEP 1
- 78. LET GO OF MAKING THE SALE
- 80. FOCUSING ON THE OUTCOME FROM TO UNDERSTANDING THE TRUTH
- 81. THE TRUTH . . . YES, I’M INTERESTED IN TALKING FURTHER, SHARING WHAT’S GOING ON AND SEEING IF WE’RE A FIT. NO I’M NOT INTERESTED AT THIS TIME.
- 83. EXAMPLES #TRUE
- 84. “I’D LIKE TO CANCEL MY INTERNET. I’D LIKE TO CANCEL MY INTERNET. I’D LIKE TO CANCEL MY INTERNET.” #TRUE
- 85. “YOU CAUGHT ME AT A TERRIBLE TIME, I THOUGHT YOU WERE SOMEONE ELSE. I’M RUNNING TO A MEETING WITH MY BOSS AND IF I’M LATE SHE’LL KILL ME. I JUST CAN’T TALK RIGHT NOW. NOT EVEN FOR A SECOND.” #TRUE
- 87. EXAMPLES #FALSE
- 88. “I don’t have time.” #FALSE
- 89. “Send me a proposal.” #FALSE
- 90. “I don’t have budget.” #FALSE
- 91. “I need some referrals.” #FALSE
- 92. “Send me some information.” #FALSE
- 94. TRUE FALSE DISCOVER IF THE OBJECTION IS OR
- 95. HOW?
- 97. Disclaimer
- 98. Let’s try some
- 101. COLD CALL
- 102. SP: Hi Melissa, I’m Josh with Sales DNA. I was checking out Unleash 19 on your website and have a quick question. Could you help me out for a moment? M: Um, Okay. SP: Thanks, I know you’re crazy busy so I’ll be brief. I help Directors of Field Marketing who are planning events for salespeople to sell more tickets using a lesser known method. Quick question, you folks are sold out already right?
- 103. M: Um, Okay. SP: Thanks, I know you’re crazy busy so I’ll be brief. So I help Directors of Field Marketing who are planning events for salespeople to sell more tickets using a lesser known method. Quick question, you folks are sold out already right? SP: Hi Melissa, I’m Josh with Sales DNA. I was checking out Unleash 19 on your website and have a quick question. Could you help me out for a moment?
- 104. “I need some referrals.” TRUE FALSE OR
- 105. HOW TO GET TO THE TRUTH
- 106. STEP 1 - SHHH (LISTEN) Count to 3 “Yeah, I get it.” 1 “Yeah, I get it.” 2 “Yeah, I get it.” 3 “Yeah, I get it.”
- 107. STEP 2 - DEFUSE “Of course.” “That’s not a problem.” “Glad you asked.”
- 108. DEFUSSERS“That’s not a problem." “I’m glad you brought that up.” “I don’t know.” “That’s Okay.” “You’re right.” “I’d be happy to.” “I love sending information.” “I’m sorry, some referrals?” CALM YOU DOWN & GIVE YOU TIME
- 109. SO FAR . . . “I need some referrals.” 1 2 3 “I’m glad you asked. My clients are my best salespeople:)”
- 110. STEP 3 - ENCOURAGE “I need some referrals.” 1 2 3 “I’m glad you asked. My clients are my best salespeople:)” “How many would you like?”
- 111. STEP 4 THE QUESTION
- 112. STEP 4 - GOLDEN LASSO “I need some referrals.” 1 2 3 “I’m glad you asked. My clients are my best salespeople:)” “How many would you like?” “Will do. So Melissa, just curious, if you like what you hear would you be ready to move forward today?”
- 113. NO, NO, NO, NO!!!!
- 114. I NEED TO TALK TO MY BOSS WE NEED A FEW WEEKS WE’LL BE READY AFTER OUR NEW VP OF SALES JOINS ACTUALLY OUR CFO NEEDS TO WEIGH IN
- 115. The Golden Lasso Question IF THIS NEXT? THEN
- 116. I NEED TO TALK TO MY BOSS WE NEED A FEW WEEKS WE’LL BE READY AFTER OUR NEW VP OF SALES JOINS ACTUALLY OUR CFO NEEDS TO WEIGH IN
- 117. STEP 5 - RESPOND “That Okay. Just for fun, let’s say the boss said it was up to you, what would you say?”
- 118. STEP 5 - RESPOND “It sounds like we should hold off on the referrals because you need time to chat with your boss and decide if you want to move forward which is perfectly OK. Would it make sense to carve out some time after you’ve had an opportunity to chat with her? Maybe next Thursday”
- 119. LET’S TRY ANOTHER ONE
- 120. “You’re too expensive.” TRUE NOT TRUE OR
- 121. “You’re too expensive.” THE JUICE ISN’T WORTH THE SQUEEZE I DON’T KNOW HOW TO JUSTIFY THIS TO MY BOSS WE DON’T HAVE ENOUGH MONEY WE DON’T HAVE ANY MONEY FOR STUFF LIKE THIS
- 122. 1 2 3 “YOU’RE RIGHT. WE CAN BE PERCIEVED AS BEING EXPENSIVE AT FIRST.” “QUICK QUESTION, DO YOU HAVE A GROUPON?” “You’re too expensive.”
- 123. The Golden Lasso Question IF THIS NEXT? THEN
- 124. 1 2 3 “YOU’RE RIGHT. WE CAN BE PERCIEVED AS BEING EXPENSIVE AT FIRST.” “You’re too expensive.” “QUICK QUESTION, DO YOU HAVE A GROUPON?” “HEY JUST CURIOUS, IF WE WERE WITHIN YOUR BUDGET WOULD YOU BE READY TO MOVE FORWARD TODAY?”
- 125. NO, NO, NO, NO!!!!
- 126. I DON’T MAKE THE DECISION. YES, WE JUST DON’T HAVE THAT MUCH MONEY. I DON’T KNOW HOW TO SELL THIS TO MY BOSS.
- 127. STEP 5 - RESPOND “OK. HMM. LET ME SEE. NOT SURE IF I CAN DO THIS, BUT WHAT IF I COULD GET PERMISSION TO BREAK PAYMENTS INTO SMALLER CHUNKS?”
- 128. “Send me some information?” TRUE FALSE OR
- 129. 1 2 3 “YOU GOT IT.” “Send me some information” “WHAT INFORMATION WOULD YOU LIKE? PRODUCT INFO, TECH SPECS, GREEN SMOOTHIE RECIPE?” “LET’S SAY YOU GET THE INFO. AND IT ANSWERS ALL YOUR QUESTIONS. IT THIS SOMETHING YOU’RE LOOKING TO DO THIS QUARTER? ASSUME THIS CAN WAIT UNTIL NEXT YEAR. NO RUSH RIGHT?”
- 130. NO, NO, NO, NO!!!!
- 131. WE NEED TO DO THIS NOW BECAUSE . . . BUT I NEED TO KNOW ABOUT X AND Y. THIS ISN’T A PRIORITY. I DON’T MAKE THE DECISION.
- 132. STEP 5 - RESPOND “HERE’S WHAT I’M THINKING. LET ME KNOW IF THIS WORKS FOR YOU. SINCE I DON’T WANT TO FLOOD YOUR INBOX AND BECAUSE WE’RE ON THE PHONE RIGHT NOW, WOULD YOU BE OPEN TO CHATTING NOW ABOUT THE QUESTIONS YOU HAVE?”
- 133. 1 2 3 “GOT IT. HOW ABOUT MY FAVORITE RECIPE? YOU LIKE PASTA? YOU A MEAT EATER? INTO SALADS. HELP ME OUT HERE BOB.” “JUST SEND ME ANYTHING YOU HAVE” “USUALLY WHEN FOLKS ASK ME TO SEND THEM ANY OLD INFO, IT’S A POLITE WAY OF SAYING THEY AREN’T INTERESTED AND ARE JUST AFRAID OF HURTING MY FEELING BECAUSE THEY KNOW WHAT A DELICATE FLOWER WHICH I AM. IT’S OVER BETWEEN US RIGHT? I CAN TAKE IT BOB.”
- 134. DIFFUSING OBJECTIONS STEPS 1.LISTEN 2.ENCOURAGE 3.GOLDEN LASSO 4.RESPOND
- 135. PART 4 OFFER
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