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Addressing Concerns and Earning Commitment. Learning Objectives. Explain why it is important to anticipate and overcome buyer concerns and resistance. Understand why prospects raise objections. Describe the five major types of sales resistance. . L. L. L. 1. 2. 3.
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Learning Objectives Explain why it is important to anticipate and overcome buyer concerns and resistance. Understand why prospects raise objections. Describe the five major types of sales resistance. L L L 1 2 3
Learning Objectives Explain how the LAARC method can be used to overcome buyer objections. Describe the recommended approaches for responding to buyer objections. List and explain the earning commitment techniques that secure commitment and closing. L L L 4 5 6
Sales Resistance (Objection) Anything the buyer says or does that __________________the buying process.
Reasons WhyProspects Raise Objections • The prospect wants to avoid the sales interview. • The salesperson has failed to prospect and qualify properly. • __________________________. • The prospect resists change. • The prospect fails to recognize a need. • Prospect lacks information.
LAARC Method for Handling Buyer Resistance ___________ ___________ ___________ ___________ ___________
Other Methods for Handling Buyer Resistance • ________– Introduce the source of the objection before the prospect brings it up. • Direct Denial – A rather harsh response that the prospect is wrong. • Indirect Denial – Softening the blow whencorrecting a prospect’s information. • Translation or Boomerang – Turn a________________(the source of the objection)____________________. • Compensation– Counterbalance theobjection with an offsetting benefit.
Other Methods for Handling Buyer Resistance • Question – Ask the buyer assessment questions to gain a better understanding of the what they are objecting to. • Third Party Reinforcement – Use the opinion or data from a third party source to help overcome the objection and reinforce the salesperson’s points. • ______________– Salesperson relates thatothers actually found their initial opinions to beunfounded. • Coming-to-That – The salesperson tells thebuyer that he or she __________________theobjection ________ in his or her presentation.
Commitment Often referred to as “closing,” gaining commitment is the _________________________ _____________, it refers to the prospect’s willingness to make a purchase from the salesperson.
Guidelines for Earning Commitment • Look for __________________ • “That will get the job done” • “I didn’t realize you delivered everyday.” • “The price is lower than I thought it would be.” • Ask _______________________ • “What do you think about what we’ve discussed?” • “Do you see how this will helpyour organization?”
Guidelines for Earning Commitment • Resolve “Red Light” Statements Made by the Prospect • “I’m not sure that will work." • “The price is higher than I though it would be.” • “Your delivery schedule does notwork for us.” • “I don’t see the advantage ofgoing with your proposal.”
