Overcoming Objections

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Overcoming Objections
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Overcoming Objections

• Welcome objections no objection, no sale.
• If they werent interested, they wouldnt bother
  to object.
• Figurative and literal objections
• Figurative are not real they are negotiating
  tactics and can be ignored.
• Literal objections are real and must be addressed.

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Overcoming Objections

• Probe to understand.
• Compliment, restate, and get agreement.
• Im glad you brought that up.
• You believe our prices are too high.
• Is that right?

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• Empathize, reassure, and support (feel, felt,
  found).
• I understand how you feel.
• Other customers have felt the same way at
  first.
• But they found that they were able to improve
  their ROI that more than paid for the
  information.

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Tactics

• Use trial closes.
• Forestall objections before they come up.
• Use Yes, but and compare.
• Use case histories (case studies).
• Use coming to that
• Pass on objections

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Dealing With the Price Objection

• Hope it comes up otherwise youve underpriced
  your product.
• Always talk quality create value.
• Break price into smallest possible units.
• Pennies a day
• Talk value and ROI, not price.

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• Refer to investments, not costs.
• Information is an investment in future profits.
• Use you get what you pay for.

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Conditions

• Conditions
• Cant be overcome they are legitimate reasons
  for not buying.
• Keep the relationship theyll be back.

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Summary

• Welcome objections.
• Probe to understand.
• Use trial closes.
• Use case studies.
• You get what you pay for.
• Theyll be back.

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Homework

• Read Chapter 11, Media Selling, 4th edition
• http//www.charleswarner.us/indexppr.html
• Review this presentation
• http//www.charleswarner.us/indexpresentions.html