ValueSelling Associate Webinars presents Handling Objections. June 2014 Most sales executives, who have stalled deals, wonder what closing skills they may need or tactics to close a deal sooner. A closed deal is the natural outcome of a well executed sales strategy. If you have done all the upfront work to differentiate and establish value, the customer will be moving forward with your solution. So why doesn't every deal close in the time frame you would like?

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Handling Objections
Julie Thomas
President and CEO
ValueSelling Associates, Inc.
June, 12 2014

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Handling Objections

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

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

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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?

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The Value Buying Process™
VALUE
Confirm
BUSINESS
ISSUE
PROBLEM
POWER PLAN
Confirm
Differentiated
VisionMatch™
SOLUTION

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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”

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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

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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

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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 the 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

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Summary
Getting to 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
14

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Questions?

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Next webinar
Take control of your sales cycle:
When will they actually buy?
August 14, 2014
10:00 AM PDT

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The proven formula for accelerating
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Thank you
Julie Thomas
julie@valueselling.com
+1858 759 7954