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Best Sales Objections
Handling Techniques
20
Objections in
sales happen
when customers
try to break
the sales
process.
Bad sellers
become disappointed
and make mistakes
when such objections arise.
Off course
it is possible
to move to
another client,
Off course
it is possible
to move to
another client,
but it’s not wise!
Think of all the money, efforts,
time and other resources you and
your company invested into
attracting customers
You have to try lead as many
prospects to the actual sale
as possible and often
you will face many objections.
Types of sales objections
It is too
expensive!
Types of sales objections
price
It is too
expensive!
We don’t
need this!
Types of sales objections
price, need
It is too
expensive!
We don’t
need this!
I’ll call
you later!
Types of sales objections
price, need, time
It is too
expensive!
We don’t
need this!
I’ll call
you later!
The style
is bad!
Types of sales objections
price, need, tim...
It is too
expensive!
We don’t
need this!
I’ll call
you later!
The style
is bad!
Your company
is too small!
Types of sales ...
How to handle
sales objections?
How to handle
sales objections?
Here are top tips,
tricks and techniques.
Do as much
preparation as you
can before you start
selling.
Analyze the
objections that your
customers usually
have.
BE PR...
Even if you
already know
what the objection
is and how to
handle it, don’t try
to interrupt your
customers.
DO NOT
INTERRU...
You should thank
your customers for
the objection because
this means that you
are given a chance to
win the competition
an...
Agree with your customers
before addressing their
objections. If you show that
you understand them they
will understand yo...
EXAMPLE
Customer:
- Your prices are higher than prices of
our current supplier.
EXAMPLE
Customer:
- Your prices are higher than prices of
our current supplier.
You:
- Yes, I understand that price is a v...
If you are sure that
your customer builds
the objection on
personal
assumptions you
can deny this
objection. You
should fe...
Customer:
- There is no service for this product in my
area. I will not be able to service it.
EXAMPLE
Customer:
- There is no service for this product in my
area. I will not be able to service it.
You:
- That is not right. T...
If you are not sure what
the customers objection
is ask them for
clarification.
You should not guess as
it may be very harm...
If you are sure that
some objections
will be expressed
you should try to
express them by
yourself.
SAY IT
EXAMPLE
- My clients often are concerned about the
size of the product, but after they buy it I get
many positive comments...
Some objections can
be handled easily if
you demonstrate
some features of the
product or offer a
trial.
SHOW
If your customers
express several sales
objections write
down all of them and
cross them one by
one once you have
handled ...
REPRIORITIZE
Change their
priorities by
showing best
features of your
offer.
Many objections are very
subjective as custome...
- Power is important, but this car will be
much more comfortable for your big
family.
EXAMPLES
- Power is important, but this car will be
much more comfortable for your big
family.
- Small size is more portable, but y...
If you change
some words in the
objection you may
get a sentence that
sounds much
more positively
than what your
customer ...
- Thank you for talking about the price. It
is very good that you take into
consideration all aspects of the product
and I...
- Thank you for talking about the price. It
is very good that you take into
consideration all aspects of the product
and I...
In some appropriate
situations you
should add some
humour when
dealing with
objections.
HUMOUR
- You caught me! (smiling)
- Look at this phone. It will be very
disappointed if you don’t buy it.
EXAMPLES
Refer to previous customers
who had the same concerns
before they bought the
product and who were fully
satisfied when they...
- I had clients who had the same
concerns about the style of the product,
but results of our post-purchase research
show t...
In some situation it is
appropriate to offer
an exchange to your
customers. Literally
this exchange is if
you handle their
...
- If I give you a 5% discount will you buy
this laptop?
- If we offer you a free delivery will you
buy it?
EXAMPLES
You should show
your customers that
these concerns are
just tiny doubtful
details and they
should not influence
their purch...
- I think that you should not care too
much about the color. This car is
beautiful and powerful in every color.
EXAMPLE
If your customers
refer to your
competitors in their
objections you can
warn them about
bad characteristics
of their produ...
- Many of my new clients who used to
buy from our competitors told me that
they had to wait several months for spare
parts...
EXAMPLES
- Many of my new clients who used to
buy from our competitors told me that
they had to wait several months for sp...
If you feel that your
customers are
objecting and
resisting the sale
enormously you can
step back a little bit
and see wha...
- No worries. I have enough time for
waiting for your decision.
EXAMPLES
EXAMPLES
- No worries. I have enough time for
waiting for your decision.
- I agree with you that you should not
make purch...
If your customers do
not express any
objections this
doesn’t mean that
they don’t have any.
Don’t allow your
customers to ...
EXAMPLES
- Please let me know if you have any
questions or concerns.
EXAMPLES
- Please let me know if you have any
questions or concerns.
- I feel that there is something that you
are not sur...
It is not profitable
investing all your
time and efforts into
dealing with sales
objections of just
one customer.
Accept it ...
Don’t let them go
without asking why
they decided not to
buy from you.
Learn from this
situation as much as
you can and ad...
Good luck with
sales objections handling!
Read full text article
about objections handling
Curious about how you can increase sales?
Logision now and start inspiring your employees!
Visitlogision.com
B2BSALES
PROSPECTING
METHODS
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20 Best Sales Objections Handling Techniques - Slides

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Do you have troubles with customer objections? Or you'd like to close more deals? Learn how you can easily deal with sales objections. Please Share and Like this presentation!

Full text article about sales objections handling: http://www.logision.com/knowledge/sales-objection-handling

Video: https://www.youtube.com/watch?v=fa_n6UHt_CI

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20 Best Sales Objections Handling Techniques - Slides

  1. 1. Best Sales Objections Handling Techniques 20
  2. 2. Objections in sales happen when customers try to break the sales process.
  3. 3. Bad sellers become disappointed and make mistakes when such objections arise.
  4. 4. Off course it is possible to move to another client,
  5. 5. Off course it is possible to move to another client, but it’s not wise!
  6. 6. Think of all the money, efforts, time and other resources you and your company invested into attracting customers
  7. 7. You have to try lead as many prospects to the actual sale as possible and often you will face many objections.
  8. 8. Types of sales objections
  9. 9. It is too expensive! Types of sales objections price
  10. 10. It is too expensive! We don’t need this! Types of sales objections price, need
  11. 11. It is too expensive! We don’t need this! I’ll call you later! Types of sales objections price, need, time
  12. 12. It is too expensive! We don’t need this! I’ll call you later! The style is bad! Types of sales objections price, need, time, product
  13. 13. It is too expensive! We don’t need this! I’ll call you later! The style is bad! Your company is too small! Types of sales objections price, need, time, product, source
  14. 14. How to handle sales objections?
  15. 15. How to handle sales objections? Here are top tips, tricks and techniques.
  16. 16. Do as much preparation as you can before you start selling. Analyze the objections that your customers usually have. BE PREPARED
  17. 17. Even if you already know what the objection is and how to handle it, don’t try to interrupt your customers. DO NOT INTERRUPT
  18. 18. You should thank your customers for the objection because this means that you are given a chance to win the competition and close the deal. THANK
  19. 19. Agree with your customers before addressing their objections. If you show that you understand them they will understand you. AGREE
  20. 20. EXAMPLE Customer: - Your prices are higher than prices of our current supplier.
  21. 21. EXAMPLE Customer: - Your prices are higher than prices of our current supplier. You: - Yes, I understand that price is a very important factor, but if you calculate all costs including maintenance and service you will see that in reality our products are cheaper.
  22. 22. If you are sure that your customer builds the objection on personal assumptions you can deny this objection. You should feel when you can do it. DENY
  23. 23. Customer: - There is no service for this product in my area. I will not be able to service it. EXAMPLE
  24. 24. Customer: - There is no service for this product in my area. I will not be able to service it. You: - That is not right. There are 2 service providers in less than 10 miles from your company. Also, in a few months we will open another big certified service center in your city. EXAMPLE
  25. 25. If you are not sure what the customers objection is ask them for clarification. You should not guess as it may be very harmful. CLARIFY
  26. 26. If you are sure that some objections will be expressed you should try to express them by yourself. SAY IT
  27. 27. EXAMPLE - My clients often are concerned about the size of the product, but after they buy it I get many positive comments about how good that it has this perfect size.
  28. 28. Some objections can be handled easily if you demonstrate some features of the product or offer a trial. SHOW
  29. 29. If your customers express several sales objections write down all of them and cross them one by one once you have handled each objection. WRITE IT
  30. 30. REPRIORITIZE Change their priorities by showing best features of your offer. Many objections are very subjective as customers base them on their individual priorities.
  31. 31. - Power is important, but this car will be much more comfortable for your big family. EXAMPLES
  32. 32. - Power is important, but this car will be much more comfortable for your big family. - Small size is more portable, but you can see more details on this big screen. EXAMPLES
  33. 33. If you change some words in the objection you may get a sentence that sounds much more positively than what your customer said. RENAME
  34. 34. - Thank you for talking about the price. It is very good that you take into consideration all aspects of the product and I am sure you will make the right decision. EXAMPLES
  35. 35. - Thank you for talking about the price. It is very good that you take into consideration all aspects of the product and I am sure you will make the right decision. EXAMPLES - Your question about the quality is very important. Now I understand that you are an expert in this area and you will easily understand my explanation.
  36. 36. In some appropriate situations you should add some humour when dealing with objections. HUMOUR
  37. 37. - You caught me! (smiling) - Look at this phone. It will be very disappointed if you don’t buy it. EXAMPLES
  38. 38. Refer to previous customers who had the same concerns before they bought the product and who were fully satisfied when they use the product. REFER TO OTHERS
  39. 39. - I had clients who had the same concerns about the style of the product, but results of our post-purchase research show that they are fully satisfied with the product and its style is one of the main reasons for these results. EXAMPLE
  40. 40. In some situation it is appropriate to offer an exchange to your customers. Literally this exchange is if you handle their objection they will buy the product. EXCHANGE
  41. 41. - If I give you a 5% discount will you buy this laptop? - If we offer you a free delivery will you buy it? EXAMPLES
  42. 42. You should show your customers that these concerns are just tiny doubtful details and they should not influence their purchase decision. BIGPICTURE
  43. 43. - I think that you should not care too much about the color. This car is beautiful and powerful in every color. EXAMPLE
  44. 44. If your customers refer to your competitors in their objections you can warn them about bad characteristics of their products. WARN
  45. 45. - Many of my new clients who used to buy from our competitors told me that they had to wait several months for spare parts. We are sure that this is totally unacceptable and we deliver spare parts within 10 days. EXAMPLES
  46. 46. EXAMPLES - Many of my new clients who used to buy from our competitors told me that they had to wait several months for spare parts. We are sure that this is totally unacceptable and we deliver spare parts within 10 days. - Please note that this offer is limited. We plan to increase prices for the future products by 10%.
  47. 47. If you feel that your customers are objecting and resisting the sale enormously you can step back a little bit and see what will happen next. PULL BACK
  48. 48. - No worries. I have enough time for waiting for your decision. EXAMPLES
  49. 49. EXAMPLES - No worries. I have enough time for waiting for your decision. - I agree with you that you should not make purchases that are not within your budget.
  50. 50. If your customers do not express any objections this doesn’t mean that they don’t have any. Don’t allow your customers to keep hidden objections. CHECK
  51. 51. EXAMPLES - Please let me know if you have any questions or concerns.
  52. 52. EXAMPLES - Please let me know if you have any questions or concerns. - I feel that there is something that you are not sure. I will be happy to answer your questions.
  53. 53. It is not profitable investing all your time and efforts into dealing with sales objections of just one customer. Accept it and move on to next customer. ACCEPT
  54. 54. Don’t let them go without asking why they decided not to buy from you. Learn from this situation as much as you can and adjust your tactics. LEARN
  55. 55. Good luck with sales objections handling! Read full text article about objections handling
  56. 56. Curious about how you can increase sales? Logision now and start inspiring your employees! Visitlogision.com
  57. 57. B2BSALES PROSPECTING METHODS

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