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.
D life of a chosen is always a call into d life of conflict. A call into d unknown, into a life of d mysterious
Mary ws chosen for a "divine assignment"
An assignment dat brought"conflict" into her life
2..
To be chosen creates conflicts.
-“Conflict” means a clash of two or more things. ,in this context, clash of two natures.
• Mary was not the only virgin of her day.
God could have called any of the virgins of her days, but God chose Mary.
She did not ask to be chosen
3. She had to face shame, misunderstanding, & confrontation with Joseph, her friends, parents
B4 this: She was happily engaged. She was lookin 4ward to her marriage. She was anticipatin a normal life, but nw she faced d challenge of conflict bc she ws chosen–she was troubled
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D way God works is unfathomable. Sometimes, He uses humour to achieve d ultimate goal.
D king was so bored & in a twist of d discussion he was havin with "Assistant Elisha" brother Gehazi, he asked in V4
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2 Kings 8:4 MSG
The king was talking with Gehazi, servant to the Holy Man, saying, "TELL ME SOME STORIES OF d GREAT THINGS ELISHA DID."
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The king had said, tell me a story
That woman's story was not d only story Gehazi knew.
Records have it that Elisha performed 16 miracles.
Parted the waters of the Jordan River (2 King 2:14)
Purification of the water source for Jericho (2 King 2:18-22)
Protection of the prophet by two she-bears (2 King 2:23-25)
Water for the army of Israel and success over the Moabites (2 Kng 3:16-25)
He was d king of Assyria.
He was known as d "d great king"
He was so powerful nations feared him. He used d gods of d conquered territories as wood to flame the fire around him during winter.
He had other gods thrown into trash cans and burned with fire 🔥 (V19)
Mortals were no match for him.
gods too were "running" from pillar-post seeking for help from other manmade gods 😂. None could withstand him...none could stop him either.
On a day like this, he turned his attention on Israel and Israel's God. He had just finished dealing with Judah, Israel's sister.
Now, a king with such a RESUME would easily be on top of the world, after all, he had some gods behind bars, others, he used as firewood.
When it's your SET TIME on God's clock, everyone that must be involved to make it happen "lose sleep", become "uncomfortable" become "restless"
When God sets the stage, d actors or participants suddenly drop all
2. they were doing to attend to your matter.
You see, the FAVOUR of God has been highly underestimated.
It has nothing to do with your efforts, it's unexplainable. Suddenly, men begin to perceive the AROMA of God's ENDORSEMENT upon you.
When the Butler/ Cupbearer forgot about
3. the promise he made to Joseph while he was a co-prisoner with him, it wasn't Joseph's set time then, but, when his (Joseph) set time came, no one on d stage of Joseph's destiny was going to have rest.
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Gen 40:23 MSG
But the head cupbearer never gave Joseph another thought;
Theme- WHAT IF PETER HAD JUST "Pepper 🌶️ Soup Joint" only kind of friends?
Acts 12:11b MSG
The Master sent his angel and rescued me from Herod's vicious little production and the spectacle the Jewish mob was looking forward to."
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2. King Herod was playing to d gallery of d Jewish elders notably the Pharisees, Sadducees & d Scribes who were help bent on destroying d fast growing church
He had just decapitated James & this very much pleased d Jewish elders & most of d Jewish pple. He decided to raise d bar
3. He grabbed Peter, imprisoned him and was prepping him up for another show of shame before killing him too.
He so much as put Peter in a very helpless and hopeless situation, guards everywhere he turned. He had him chained and firmly demobilized. Stripped him of his sandals