Thread by @TosinOlunuga

DAY 4
#Relationship Management for Salesmen / Saleswomen & marketers
1.
ANSWERING OBJECTIONS – PAYBACK.

@JimiAdeboye01
@RherBhaCha
@TosinOlugbenga
@Toblerone
@gboly3190
@SimpleMacSmith
@delesings
@myluvlies
@EntrepreneurHu6
@aywizzie
@threadreaderapp UNROLL

2.
Few sales are concluded without one or more objections being raised at some stage of the presentation and discussion.

Actually facing the fact that there are certain potential objections and bringing them up yourself, providing the answers at the same time will prevent them

3.
appearing later on. Only do this if you are reasonably sure that the client will think of them – otherwise you are drawing attention to something which might never have presented a problem anyway.

There are two kinds of objection:

•Information seeking

•Major.

4.
It is important for us to clear the smoke screens away to give ourselves the best chance of handling the real objection. Our natural reaction is often to try to squash the objection before it gets out of hand which can lead to the following problems:

5.
Pouncing:
An instant response (sometimes even before the prospect has finished speaking) is discourteous and creates an emotional barrier – it suggests you have not considered what has been said and that you are not concerned about the client’s point of view.

6.
Being glib:
too practiced and reply will be suspect and unconvincing – it suggests you have heard it all before and are just repeating a page in your sales manual.

7.
Arguing:
The time honored response “yes, but” suggests that you disagree just as much as “…. Don’t agree with you ..”, “.. no that’s not right and here’s why…” or anything similar; don’t even suggest that you disagree by shaking your head or raising an eyebrow.

8.
Scoring points:
Drowning someone in technical detail, or proving that they do not understand or have made a mistake, will simply make them feel foolish and angry. Understanding the concern that lies behind the objection is essential if you are going to deal with it

9.
effectively; therefore listening and clarifying are vital at this point.

10.
Furthermore, any emotion needs to be removed from the situation, as logic cannot sway emotion. Thus, establishing a clear understanding of their position is essential, using silence to gather more information and clarifying by paraphrasing and repeating.

11.
*HOW TO ADDRESS AN OBJECTION

•LISTEN – And show that you are listening.

•PAUSE – To show that you are considering the point

•CLARIFY – Ensure that you understand, and demonstrate that you understand, by questioning, summarizing, rephrasing or repeating.

12.
•APPRECIATE – By acknowledging the customer’s viewpoint, express empathy, and confirm understanding of the customer’s concerns.

•EVALUATE –Whether the objection is ‘information seeking’ or a misunderstanding, or is it a ‘major objection’ based on valid points? THEN EITHER

13.
•EXPLAIN – If the objection is ‘information seeking’ then provide more information (making sure that you assume the blame for inadequate explanation). OR;

14.
•HINGE – It is a valid ‘major objection’ then use a phrase such as ‘however’, ‘on the other hand’, ‘alternatively’, ‘have you considered…’, or turn the objection into a question. AND;

15.
•JUSTIFY – By using benefits and “YOU” APPEAL to neutralize and outweigh the objection and motivate the customer. AND FINALLY;

•COMMIT – If appropriate, confirm that the customer is in agreement with your answer before moving on ( to the close).

16.
(NB: Testimonials – If you have customers who are loyal to your company then get letters of referral/testimonials from them. It can help you justify the price.)

17.
Thank you for joining today class.
We will be having the concluding parts tomorrow at 10am.

Do remember to RT and tag loved one.

#Tomorrow -Special categories of objections