Preventing Sales Objections By Kelley Robertson ~ www.Fearless-Selling.ca
How often do you hear…
“ We’ll think about it.”
“ We’ll think about it.” “ I need to check with (someone).”
“ We’ll think about it.” “ I need to check with (someone).” “ Your competitor is cheaper.”
“ We’ll think about it.” “ I need to check with (someone).” “ Your competitor is cheaper.” “ We don’t have the budget.”
Objections often get in the way…
but…
you can eliminate most objections
by asking more questions …
… early in the sales process
People express objections because…
They don’t see the value of your
They don’t see the value of your product service
The best way to deal with this is to…
adapt your presentation.
But…
You can’t do this without
You can’t do this without learning more about their situation.
Learn to ask high-value questions
“ What is most important about…”
“ What is most important about…” “ Why is that important?”
“ What is most important about…” “ Why is that important?” “ What impact is that having on (sales, profits, etc)?”
“ What is most important about…” “ Why is that important?” “ What impact is that having on (sales, profits, etc)?” “ What ...
The deeper you dig…
The deeper you dig… … the more insight you will gain
The more insight you have…
The more insight you have… … the better you can position your solution.
The better you position your solution…
the more value you show.
The more value you show
the fewer objections will be stated.
which means…
You will close more sales!
Kelley Robertson ~ Fearless Selling <ul><li>Kelley@Fearless-Selling.ca </li></ul>Get practical sales advice at www.Fearle...
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How To Increase Your Sales by Preventing Sales Objections

http://www.Fearless-Selling.ca Discover how to increase your sales by managing obections more effectively.
Published on: Mar 4, 2016
Published in: Business      Education      
Source: www.slideshare.net


Transcripts - How To Increase Your Sales by Preventing Sales Objections

  • 1. Preventing Sales Objections By Kelley Robertson ~ www.Fearless-Selling.ca
  • 2. How often do you hear…
  • 3. “ We’ll think about it.”
  • 4. “ We’ll think about it.” “ I need to check with (someone).”
  • 5. “ We’ll think about it.” “ I need to check with (someone).” “ Your competitor is cheaper.”
  • 6. “ We’ll think about it.” “ I need to check with (someone).” “ Your competitor is cheaper.” “ We don’t have the budget.”
  • 7. Objections often get in the way…
  • 8. but…
  • 9. you can eliminate most objections
  • 10. by asking more questions …
  • 11. … early in the sales process
  • 12. People express objections because…
  • 13. They don’t see the value of your
  • 14. They don’t see the value of your product service
  • 15. The best way to deal with this is to…
  • 16. adapt your presentation.
  • 17. But…
  • 18. You can’t do this without
  • 19. You can’t do this without learning more about their situation.
  • 20. Learn to ask high-value questions
  • 21. “ What is most important about…”
  • 22. “ What is most important about…” “ Why is that important?”
  • 23. “ What is most important about…” “ Why is that important?” “ What impact is that having on (sales, profits, etc)?”
  • 24. “ What is most important about…” “ Why is that important?” “ What impact is that having on (sales, profits, etc)?” “ What would it mean to you if that problem was solved?”
  • 25. The deeper you dig…
  • 26. The deeper you dig… … the more insight you will gain
  • 27. The more insight you have…
  • 28. The more insight you have… … the better you can position your solution.
  • 29. The better you position your solution…
  • 30. the more value you show.
  • 31. The more value you show
  • 32. the fewer objections will be stated.
  • 33. which means…
  • 34. You will close more sales!
  • 35. Kelley Robertson ~ Fearless Selling <ul><li>Kelley@Fearless-Selling.ca </li></ul>Get practical sales advice at www.Fearless-Selling.ca