This document summarizes a webinar presented by Julie Thomas on handling objections in the sales process. The webinar covered ValueSelling Associates' 6-box Value Buying Process model, techniques for creating urgency with customers based on addressing their needs rather than the salesperson's, and a 5-step process for handling objections. Key points included preparing for common objections, understanding customers' perspectives, focusing on differentiation and value, and practicing objection handling techniques.

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When No Means Not Yet:
Overcoming Objections

2. © 2016 ValueSelling Associates, Inc. All rights reserved.
JulieThomas
President and CEO
ValueSelling Associates, Inc.
August 18, 2016
Welcome

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Handling Objections

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What do you fear most?

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What do you fear most?
Price
Packaging
Business practice/Terms
Competition
Other…give us the details

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Agenda
The 6 box Value Buying Process™
Creating urgency
The 5 step objection handling process
Wrap-up and questions

7. Credibility
Quality Company reputation
Level of service & support
Reliability of salesperson
Responsiveness to
complaints
Ability to meet deadlines
What is on the customer’s mind?

8. © 2016 ValueSelling Associates, Inc. All rights reserved.
The Value Buying Process™
VALUE
Confirm
BUSINESS
ISSUE
PROBLEM
POWER PLAN
Confirm
Differentiated
VisionMatch™
SOLUTION

9. © 2016 ValueSelling Associates, Inc. All rights reserved.
Our current reality
No one wants to be sold…most people do want to buy
Prospects are educated – have predetermined ideas
The “close” is a natural outcome of a well-executed sales
campaign
Expect a “no” and have a plan
The economy poses some real challenges
– Risk aversion
– Real value MUST be uncovered
The close should not be a “surprise attack”

10. © 2016 ValueSelling Associates, Inc. All rights reserved.
Creating urgency
It is all about the prospect and his/her
perspective
Urgency is created by personal value
The prospect will be motivated for his/her
own reasons - not yours
Once a need is satisfied, it is no longer a
motivator

11. © 2016 ValueSelling Associates, Inc. All rights reserved.
Handling objections
Anticipate objections and be prepared
– Rarely is there a unique question
– Understand your competition and your prospect’s alternatives
Objections are positive
Unaddressed objections will block your sale every time

12. © 2016 ValueSelling Associates, Inc. All rights reserved.
The 5-step objection handling process
Step 1: It’s all about attitude!
Keep your composure
Step 2: Clarify
Ensure that you respond to the right question
Why is more important than what
Step 3: Diagnose
Where does the prospect need further
information or clarification?
Step 4: Sharp angle close – isolate
Step 5: Address and confirm

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Diagnosis
Business issue
Differentiated solution
Value
Power
Plan
Determine which area of
the Value Buying Process™
to address

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Keys to success
Establish your credibility
– Experience
– Professionalism
Focus on differentiation
Seek to understand
– Why not what
Anticipate and prepare
Practice

15. © 2016 ValueSelling Associates, Inc. All rights reserved.
Summary
Getting too close
– Executing on the Value Buying Process™
– Preparation is key
– The prospect’s perspective is all that really matters
Urgency
– Value, value, value!
– Not yours - theirs
Handling objections
– Be prepared
– Practice

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Questions?

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At the end of today’s webinar
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to download today’s slides

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Save the date!
The Business of Knowing Your
Customer’s Business – The Key to
Selling Value
August 30 | 11:00AM PDT/1:00PM CDT
Using Anxiety Questions to Finish the
Year Strong
September 15 | 10:00AM PDT

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Preparing for Business Conversations with Executives
Speak confidently to
C-level executives
and position yourself
as a business
partner
Build your business
acumen
- Investigate
- Predict
- Prepare

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22. Thank you!
Julie Thomas | President and CEO
julie@valueselling.com
+ 1 858 759 7954
julieathomas jathomas100