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Response Module To Handling Common Objections In Sales
Response Module To Handling Common Objections In Sales
The response module comes about as you will discover in your sales career that common objections come up all the time. It is a tool in your sales kit that will give you more scope and you will make more sales.
As your career in selling progresses, you will come across the same objections from client to client. Things such as “I don’t have enough time”, “I don’t have the money” or “that’s too expensive”.
The way to prepare for this is to pre plan a response to a possible objection. To do this, start by writing down the most common objections you encounter as you sell and then come up with a response. This is a paragraph or a few sentences that scripts out what you will respond with when you get the objection.
Examples
I don’t have enough time objection: “Great. I’m so glad you said that. The fact you don’t have time is exactly why you should work with me (re-frame as it) [what’s the opportunity? To free up time] because you not having time is the problem and that’s exactly what we are going to work on. So if you don’t have time, that’s your problem and will change this till you make time to create more time.”
That’s too expensive objection: “Thank you. That’s too expensive compared to what”. Now your prospect will give you more information with which you can progress the sale.
Once you have used the response module to create a response, practice it until it becomes 2nd nature to you. Then when the prospect expresses their concern, you automatically slip into answering the objection without a second thought.
It might feel awkward the first few times you do this, however as you become congruent with your response it will flow naturally and keep the sale moving forward.
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