From Yair Schoenfeld's on-line course at Udemy: https://www.udemy.com/be-the-best-in-overcoming-customers-objections/learn/v4/overview

1. Welcome
To the
Overcoming objections course
https://www.udemy.com/be-the-best-in-overcoming-
customers-objections/learn/v4/overview
Go to:

2. What are you going to learn at the
overcoming objections course?

3. ■ How to turn every objection to a positive power.
■ How to develop the interaction with your customer using theirs
objections.
■ How to make sure that you are dealing with a real objection.
■ Different techniques and methodologies to overcome your customers
objections.
■ The final result: more closings and more sales!

4. “The costumer’s objection is just a wave
of energy that we need to transform into
a positive power”.

5. “The most important rule in sales is
knowing where you are, and what do you
want to achieve at every point. I call it the
navigating rule”.

6. “Our mission is to use the energy of
the objection in order to get progress
along the sale’s interaction”.

7. “Following our Fight or Flight instinct won’t
serve us when trying to overcome the
costumers objections.
We need to develop a Third instinct”.

8. Our
3
first missions
are:

9. #1
“Re-evaluating the situation and
avoiding fight or flight behavior”.

10. #2
“Gaining one second in order to get
back control of the situation”.

11. #3
“Reducing the flames level”.

12. That’s why
it is so important
To accept
customer’s objection!

13. The most common objections:

14. #1
“It is very expensive”.

15. #2
“I don’t have the money”
or
“We don’t have the budget”.

16. #3
“I have to consult with my wife”
or
“I need to consult with my business
partner”.

17. #4
“I heard bad things about your company”
or
“I had bad experience with your
company”.

18. #5
“I want to check with your competitors”
or
“I want to get more offers”.

19. Acceptance sentences:

20. The objection Acceptance sentence
“It is very expensive”
“I agree that it is not the cheapest opportunity in
the market”
“I don’t have the money”
“I understand that there are some budget
limitations”
“I have to consult with my wife”
“It is so nice to see that her opinion is important
for you”
“I had bad experience with your company” “I am so sorry for that”
“I want to check with your competitors”
“I understand that it is important for you to make
the right decision”

21. Not close enough to your customer?
Need more information?
Use his objection to achieve it!

22. The challenge:
Using the costumer’s objection in order to
increase personal rapport and learn more
about their needs and problems.

23. Turn the customer’s objection to the
discussion topic by asking an open
question.

24. The objection Acceptance sentence Open question
“It is very expensive”
“I agree that it is not the
cheapest opportunity in the
market”
“Can you guide me more by
telling me what are your
expectations…?”
“We don’t have the budget”
“I understand that there are
some budget limitations”
“Can you tell me more about
your budget… (or) plans?”
“I have to consult with my wife”
“It is so nice to see that her
opinion is important for you”
“How many years you are
together… how did you meet?”
“I had bad experience with your
company”
“I am so sorry for that”
“When did it happened… since
then, with whom did you work?”
“I want to check with your
competitors”
“I understand that it is important
for you to make the right
decision”
“What is important for you…
what exactly would you like to
solve?”

25. Ready to sell?
Verify that you are dealing with
a real objection

26. objection
Acceptance
If/then
yes
Real= solution
Closing $$$
no
False
Wait for another
objection

27. objection
Acceptance
If/then
yes
Real= solution
Closing $$$
no
False
Wait for another
objection

28. objection
Acceptance
If/then
yes
Real= solution
Closing $$$
no
False
Wait for another
objection

29. Sometimes the best thing is simply
using the customer’s objection as the
buying reason!

30. “That’s exactly why you should
buy from us…”

31. Felt Found Feel

32. Other people felt like you…
Then they found out that…
And now they feel much better!

33. Show your customer that he is not alone.
He is a part of a group that had the same doubts.
Like them, he will be happy with the buying decision!

34. “I need to think about it…”

35. When the “I will need to think about it” objection
appears at the beginning of the meeting, it doesn’t
mean anything about its end!
Accept it and develop the conversation.

36. Ask the customer what did they like in your offer,
and empower it by adding more benefits.

37. Thank you!
Yair Schoenfeld
Go to:
https://www.udemy.com/be-the-best-in-overcoming-
customers-objections/learn/v4/overview