Overcoming Objections and Re-Engagement

/Overcoming Objections and Re-Engagement
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Day 3 Overcoming Objections and Follow Up/Re-Engagement
Part 1: Overcoming Objections
Key decision makers can be hesitant, resistant or even apathetic. Learn how to respond to an objection and
more importantly how to answer the objection so your answer becomes the reason for moving.
Participants will learn how to use questions to handle the stalls and objections heard most often from
prospects. The only person qualified to handle the prospect’s stalls and objections is the prospect. By
using questions to bring up the common stalls and objections before the prospect has a chance to, you
remove the roadblocks

 Change the base of thought so your client feels good about making the decision to move
forward
 Ascertain whether your client has an objection or a condition
 Use the “Objection Autopsy” to comfortably and confidently address the primary objections
 Deal with objections in a conversational, non-adversarial way
 Learn what to do when deals get stuck and you’re missing your forecast
 Present the ROI case and maximize the impact of your solution so you can to decrease buyer
resistance
 Assess and improve your current responses to stalls, like “Call me back next month, “Not
interested/No need”, “Have a supplier/Under contract” “Too busy”, “Send me your information”
etc.

Part 2: Follow-Up

Having expectations is encouraged if they are stated and agreed upon. By establishing an up-front
contract with all involved in the sales cycle, you develop a set of rules for your interaction that creates
trust and comfort. Be viewed as an expert by establishing a mutually agreed upon process that
addresses pain centers, goals, communication preferences, follow-up plan and informational needs.
 Get prospects and customers to do homework to ensure they’re committed.
 Create urgency for them not you to stop delays
 Ensure they read the information and evaluate the samples you send.
 Prioritizing active over passive buyers
 Create urgency in the sales process
 Presenting to other decision-maker