107 - Objection Handling - Part 1

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As a Salesperson you are only as good as your Objection Handling. Of course, a lot of it comes with experience, but forewarned is forearmed. This Module takes you through many of the most common general Objections you are likely to encounter plus a few more for good measure. Topics include:
  1. Introduction
  2. Handling Objections
  3. Types of Objections
  4. Hints & Tips
Objection Handling Part 2 which follows this Module concentrates on Objections particular to Price.
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Topic outline

 
Overview: This Module addresses a series of typical buying Objections with theory and handy tips on how to overcome them successfully. It should be followed by Objection Handling Part 2 which focuses on Objections which are specifically to do with Price.

Who's it for?
  • All Salespeople
  • This is also a useful refresher for experienced Salespeople
What will you gain?
  • A thorough understanding of why objections are raised by the prospect and their place in the sales process
  • Knowledge and confidence to overcome general objections successfully
  • Valuable hints & tips which you can use to strengthen your selling
Duration: 20 minutes

Feedback:

This is a Virtuoso Coach supported module
Discuss aspects of this module on the General Sales Board!
 
1
Introduction
We often underestimate how much Objection Handling can make or break a sale: by successfully overcoming a major objection in the client’s mind - such as being able to meet a delivery date - you can come away with a sale quite easily. On the other hand, by messing up the objection or - even worse, failing to extract any objections at all in the first place - you may find that the client never has any time for you again. This Topic looks at Objection Handling as part of the selling process.

The following page introduces this vital part of selling.
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2
Handling Objections
We've all been taken by surprise by the unexpected objection. Although objection handling improves with experience there is a basic and simple technique you can use which will enable you to deal with objections smoothly. Find out more here.
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3
Types of Objections
However unique the product or service, sooner or later a prospect will raise an objection. Objections can range from the predictable to the downright unreasonable. But you need to be prepared: forewarned is forearmed. Let's look at some typical objections here.
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4
Hints & Tips
Objection Handling requires tact as well as skill. These are some hints and tips to help you along this critical selling stage.
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