Q: I just began a job as an account representative and one of the biggest hurdles I have to overcome is dealing with objections. As a matter of fact, I try to avoid them at all costs but it doesn’t help in my job performance. How can I improve my presentation skills to handle objections? A: Well, first, you have to stop looking at an objection as if it were a negative – and see them for what they truly are – they are opportunities to develop business by helping clients improve their business... Objections are your friend. You cannot earn a client’s business without them. Primarily, there are 3 stages of objections: Introduction, Presentation, and Close. It is important to recognize them when they occur and know how to handle them – Introduction: 1. Objections that are used as a defense against any selling tactic – “I’m not interested” is a phrase typically used. “ Not interested in what ?” is a good general reply – how do they know that they are not interested if you haven’t had the chance to show them? Then begin to expand on the benefits and get agreement to hear more before you proceed. Presentation: 2. Objections that ask for more information – this usually occurs during the presentation and should be built in your presentation through probing questions. I like to call this the green light/red light method. During your presentation always leave room for this kind of discourse - ask a question like: “ Does this program sound like something that can help solve your problem?” Then be quiet and wait for their answer – they will either say yes, or no – if their answer is yes (green light) - then move forward with the presentation, – if the answer is no (red light)- stop and address the unique concerns of the client. Be sure to gain clarification of the question before continuing from that point – wait for the green light to proceed. The Close 3.Objections that come as a surprise at the end of a presentation – if this occurs, you haven’t built in enough presentation questions to get the green light to close. A close should be a natural end to an effective presentation. If you get a “surprise” its because you haven’t prepared adequately and you have to go back to a green light/ red light exchange before moving forward. Remember – a client is under no obligation to purchase anything – and they do deserve to be asked for their business. And if you are confident that your service will assist their business in anyway, you will develop a long lasting business relationship. Got questions about your career? No Problem - ask Dr. D.! themarccacademy/en/news/blog/open-news:344471 Reminder: MadMen Final Series Begins Sunday April 13th!
Posted on: Mon, 17 Mar 2014 20:50:15 +0000
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