Friday, April 25, 2008

Overcoming Sales Objections  


I heard some really great feedback on our speakers from the dealer meeting, especially Frank Furness. I had some requests for his material on overcoming sales objections:
here are some of his ideas from frank's blog

Here are some tips on overcoming objections (Frank Furness)
Say to them ‘let’s talk about that’ & get them talking about their reason for objecting
If you hear a price resistance, ask ‘Is this a money or value question’
Question the Objections
‘Let’s discuss that’
‘That’s interesting, would you mind expanding’
‘Tell me more’
Lead-ins for answering objections
“You've raised an excellent point there…..”
“I see what you mean….”
“What you say is correct…..”
“I can appreciate your concern…..”
Ask for a trial order
Would you like to try us on a smaller trial basis. This way you can sample our quality and service
The Close or Future Commitment Plan
Shall we commit to 50…………..
Will that be okay with you
Should we proceed on the upgraded order
Moving Forward
Pete, you seem to be in agreement, how do you suggest we move forward
Mary, what can we do to speed up the process
Amy, this sounds just like what you’re looking for, are you ready to proceed

What next?

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1 comments: to “ Overcoming Sales Objections

  • October 23, 2008 at 11:47 PM  

    Franks ideas from his blog are quite good ones. Overall in responding to objections make sure you don't set up an adversarial position. Enquire about their reasoning. Get them talking. It is handy to know a few reframes to turn their arguments back on them and get them thinking.