Objection Questions
What is it called when a customer has no intention of buying in sales situations.
time waster
"Now's Not a Good Time"
1.) Find out if they just don't have time and reschedule the call
2.) Find out if it is "not time" due to budget.
- From there; make sure the prospect is qualified and do not over sell because you're felling desperate
What is the first step of selling?
Attention
What are the first two steps of effective listening?
Stay Focused and Don't Interrupt
What is it called when a person makes excuses for not being able to buy?
objection
"I'm Already in Another Contract"
You have a lot of room for flexibility here. If a prospect or customer is in genuine need for your product, a discount or creative payment schedule might overcome these sales objections. Ultimately, ASK WHEN THAT CONTRACT EXPIRES AND GIVE HE FACTS AND BENEFITS OF WORKING WITH OUR COMPANY. Pitch products that no other competitor has.
What is the fourth step of selling?
Desire
What is the 3rd step to effective listening?
Show Interest- Ask Questions to clarify what is said.
What is the worst thing you can do when receiving an objection from a customer?
To argue or disagree with their thought process. This can damage rapport and create more resistance.
"Just Send Me the Info.."
Ask the questions! Dismissal early in the call is most likely a brush off. Find out more about them and their programs. (i.e. topics, the age range they educate, do they have the budget, what are you going to use these materials for)
What is the fifth step of selling?
Close
What is the 4th step of effective listening?
What is the best thing to do when given an objection from a customer?
Acknowledge, respond and learn. LISTEN. They will tell you everything you need to know. There is always a reason behind the objection.
"Where the Hell Did You Get My Name?"
Kill them with Kindness and Calmness. Most of the objections like this can be answered directly. Finally, realize that some people just cannot be won over and you could've caught this prospect at a bad time. Better luck next time. Keep your head high and give great customer service to the next call
What is the second step of selling?
Interest
What is the 5th step to effective listening?
Repeat Key Phrases - Understand their emotions behind the words. Try to express the feelings back.
What is the median percentage of objections given in prospecting?
50%!!!!! At least 50% of prospecting calls end with objection in some way. Not answering, no need, lack of trust, budget constraints, reluctant to change. It is okay to be told no because maybe the next time you call it could be a different story.
"Product X is cheaper.."
Let them know about our price matching offer. List the facts and benefits for using our company. (i.e. great customer service, fast turn around time, FREE personalization on certain products and the amount of options we have)
What is the third step of selling?
Conviction
What is the sixth and Seventh step to effective listening?
Paraphrasing and Oohs and Ahhs - Small mhmm, yes, okay and I agree lets a customer know you are interested in what they have to say and understand where they are coming from! Repeating back to the customer everything you talked about will let them know you were a great listener