Handling Objections

Are you ready when your customers object to your sales presentation? How do you deal with common concerns about price, emotional attachments, and the competition? Properly handling objections as a sales professional will give you a chance to build relationships with your clients that close sales.

In this video, Tom Hopkins will show you word-for-word how to deal with common objections most clients have about a product or service. By the end of this session, you will understand the source of your clients' concerns and the phraseology to lead them into a sale.

Video Summary:

* Reasons people don't invest in your product or service
* The 3 main sources of concern
* 6 steps to addressing areas of concern
* Common concerns

To help you retain and use the valuable strategies presented in this training session, we include a 3-page session guide. Below is an outline of the information provided in the session guide.

* Reasons People Don't Invest in Your Product or Service
o A condition: a valid reason for not going ahead
o A concern: an invalid reason for not going ahead
* The Three Main Sources of Concerns
* 6 Steps to Addressing Areas of Concerns
* Sharp Angle Phraseology
* Common Concerns and How to Diffuse Them
o It costs too much.
o We like the competition.
o We can get it cheaper somewhere else.