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addressing concerns and earning commitment

Sales Resistance is Positive! An Expert's Viewpoint:.

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addressing concerns and earning commitment

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Presentation Transcript

    1. Addressing Concernsand Earning Commitment Module Eight

    3. Sales Resistance is Positive!An Expert’s Viewpoint:

    4. Objection (Sales Resistance)

    5. Reasons WhyProspects Raise Objections The prospect wants to avoid the sales interview. The salesperson has failed to prospect and qualify properly. Objecting is a matter of custom. The prospect resists change. The prospect fails to recognize a need. Prospect lacks information.

    6. Major Categories of Objections Need

    7. Major Categories of Objections Need Product or Service Features

    8. Major Categories of Objections Need Product or Service Features Company or Source

    9. Major Categories of Objections Need Product or Service Features Company or Source Price

    10. Major Categories of Objections Need Product or Service Features Company or Source Price Time

    11. LAARC Method for Handling Buyer Resistance

    12. Other Methods for Handling Buyer Resistance Forestall

    13. Other Methods for Handling Buyer Resistance Forestall Direct Denial

    14. Other Methods for Handling Buyer Resistance Forestall Direct Denial Indirect Denial

    15. Other Methods for Handling Buyer Resistance Compensation

    16. Other Methods for Handling Buyer Resistance Compensation Question

    17. Other Methods for Handling Buyer Resistance Compensation Question Third Party Reinforcement

    18. Commitment

    19. What Constitutes Commitment An Appointment Agreement for next meeting Agreement for product demo A sale

    20. 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.”

    21. Guidelines for Earning Commitment Look for Commitment Signals “I like that size.” “I didn’t realize you delivered everyday.” Ask Trial Commitment Questions “What do you think about the what we’ve discussed?” “Do you see how this will help your organization?”

    22. Techniques to Earn Commitment Ask for the Order/Direct Commitment Legitimate Choice/Alternative Choice Summary Commitment T-Account or Balance Sheet Commitment Success Story Commitment

    23. Dealing with No! Evaluate the customer’s explanation Maintain the relationship foundation Understand rejection is a fact of life Evaluate your performance Learn from the situation Make improvements

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