1. Handling Sales Objection by Brian Tracy, a sales guru
2. To fully benefit from this presentation
1. Take notes
2. Journalize and index tags
3. Summarize do your ppt
4. Apply in your selling
5. Share and teach others
3. Objectives
1. Assist other sellers more
2. Lessen obstacles to selling
3. Contribute to sellers self improvement
4. What are they, examples
1. Silent
2. Excuses
3. Malicious
4. Factual - on the product
5. Request for info
6. General sales resistance
7 Show off
8. Subjective - hostility towards you
the sales person
9. Last ditch
5. Generally counter this by
asking questions, behaving well
6. 1. Silent
1. Connect, make prospect relax
2. Ask questions
7.2 Excuses
A. We have encountered similar
comments in the past. But they have bought from us, are now are our customers, friends
7.3 Malicious
Results from Mr/Ms Prospect being bullied elsewhere. His negativism is pent up misdirected anger.
Relax, be composed. Dont take it personally. Then ask question.
8.4 Factual
Restate benefits of product and features. Answer all concern
9.5. Request for more info
Explain some more. You can viber gmail, dm or whats app
10.6 General sales resistance
1. Listen
2. Ask question
3. Be like a dr. Dx needs
11.7 Show off
The prospect show he knows plenty about product
1. Stop
2. Listen
3. Compliment his effort knowledge about the product
12.8 Subjective (nayayabangan, pissed off)
1. Slow down, talk less
2. Listen
3. Ask question
13.9 Last ditch
Despite all explanation, the prospect wont buy/sign purchase order
1. Summarize all key points of presentation
2. Remind him/her you answered all question
3. Then repeat asking for sale
14. You may want to loop and ask whats not clear
15. If still no, ask for referral. Leave your card. If need arises, contact you
16. Leave a sweet note: candy, chocolate or company token
These presentations are truncated. If you want to get the complete presentation in ppt, txt or call + 63908 928 7888 For seminars and coaching text or call same number and /or gmail jorge@holygardens.ph
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