Objection Handling Techniques - Learn the Lessons of the Worlds Star Performers

Most people who come to my sales trainings want to know about objection handling and closing. Unless they have had training before or are a little bit more experienced, they think that sales relies on what you say at the end of the process.

This is not true because sales is a process that begins right back when you are doing your prospecting, your research and when you make first contact. The end bits should be about the finesse of how you finish the process. Instead many people worry and comment:

"Peter, I can see enough people I just can't 'deal' with their objections". Or "I just need that killer question to close every deal!"

I am going to give you some example material from my Objections and Closing DVD which is over 60 minutes of screen capture DVD specifically aimed at objection handling and closing. There are a number of key things you can do to ensure you never, ever, have to rely on old skool objection handling techniques:

Learn more and more about your target market and prospects so that you can clearly articulate how you help solve their problems
Learn how to demonstrate a Return On Investment (ROI) for your product or service.
Pre-empt any objections and deal with them before they ever come up i.e:

"John, on first glance it might seem we are the most expensive provider in the marketplace per case of product. When you take into account your average order values, and order schedule, and the fact that we don't charge a premium for next day international shipping, we are actually one of the most cost effective. I have drawn up a total pricing plan for your planned purchases next year which shows this. Are you OK with that?"

Get together as a company and brainstorm all of the objection handling techniques that are working for your company and your sales people. It's quite likely you have some fantastic answers already.
Get better at asking tough questions to qualify your prospective clients in or out of business with you.

I guarantee that if you follow up and practice just one of these techniques you will begin to see a rapid decline in sales objections and your sales success will go through the roof. Let me know how it goes, wont you?