ACTIVE
LEARNING
LEARNING
This involves fully concentrating, understanding, responding, and remembering what the prospect says.
What is Active Listening?
This is what it means to show empathy in sales
What is understanding and sharing the feelings of the prospect?
The meaning to isolate an objection.
What is identifying the true concern behind the objection?
The purpose of clarifying an objection
What is to ensure I fully understand the prospect's concern before responding?
First step in handling an objection.
What is the Use Active Listening?
Why is active listening important in handling objections?
It helps you understand the prospect's true concerns and build rapport
You can validate a prospect's concern by saying this
What is: 'I understand why you might feel that way.
This is the importance of isolate an objection?
What is it helps you address the real issue and prevents you from wasting time on surface-level concerns?
This is an example of a clarifying question.
What is, "Can you tell me more about what specifically concerns you about the price?"
Do and ask this to: 'I need to think about it'?
What is acknowledge the need for time and ask if there is any specific information they need to make a decision?
This technique used in active listening, helps recall recent conversation.
What is Paraphrasing to confirm understanding.
Why is empathy is important in handling objections?
What is, helps build trust and rapport, making the prospect more open to your solutions?
This can be said to isolate the objection, 'Your price is too high'
What is, 'Besides the price, is there anything else preventing you from moving forward with this solution?
The reason why clarifying objections is important
What is, it helps prevent misunderstandings and ensures you address the real issue?
Avoid this common mistake when handling objections?
What is avoid arguing with the prospect or dismissing their concerns?
These 3 things to show that you are actively listening
What is maintain eye contact, nod, and provide verbal acknowledgments like 'I see' or 'I understand'
Give an example of an empathetic response to an objection
If a customer says, 'I'm worried about the cost,' you could respond, 'I understand that budget is a concern. Let's explore how this investment can provide long-term value
When a prospect raises multiple objections, this can be done.
What is address each objection one at a time, isolating and resolving each concern.
If you don't understand the objection, do this.
What is.ask the prospect to elaborate or provide more details?
Build credibility by using your company's reputation by highlighting this.
What is company's track record, industry awards, and any notable clients or partnerships?
Avoid doing these 3 things while practicing active listening
What is interrupting, making assumptions, or planning your response while the prospect is speaking
The difference between empathy and sympathy?
What is Empathy involves understanding and sharing the feelings of another, while sympathy involves feeling pity or sorrow for someone else's misfortune?
By doing this you can confirm that you have isolated the true objection
What is ask a follow-up question like, 'If we can address this concern, would you be ready to move forward.
Clarifying questions help in handling objections, how?
What is, It ensures the prospect feels heard and that their concern has been adequately addressed, allowing you to move forward?
Why is it important to confirm that an objection has been resolved?
It ensures the prospect feels heard and that their concern has been adequately addressed, allowing you to move forward.