Objection Handling Secrets

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Why do we need to learn to overcome customers objections? Preview
How Much Money is Losing Sales Costing You?
Your Top 5 Objections
Download Workbook

What are objections and why do they happen?
Categories of Objections
Objection Personality Types

Why is it important to have a consistent approach to objection handling?
Objection Handling Frameworks VS Scripts
Small Business Vs Corporate Sales Vs B2B Objections
The REAL goal of objection handling
A Basic Sales Objection Handling Technique you can learn in 5 minutes the CAAR Method

How to Use These Frameworks
The Spaghetti Method
ESP Method
The Ricochet Method
Big Picture Method
The Cat Herder Method
The Fellow Traveler Method
The FUD Method
The Turn Right on Red Method
The Gishie Galloper Method
The Notebook Method
The Columbo Method
The Interception Method
The AVARA Method
The Level Shifter Method

How to Use These Role Play Excercises
Tonality & Pace
We're Out of Hot Chocolate
Skunk Fur Tie
Feely Feltie Foundie
That's Exactly Why

Holding Price Firm

I need to talk to my ______
I've already purchased from ___________
I Need to Think About it
NO!
We're on a Fixed Income / We have a Set Budget
I Don't Have the Money Right Now
Your Competitor is Cheaper
I'm Not Doing Anything Until
I want feature "X" and your product doesn't offer it
You Have Bad Reviews Online
I Disagree With the Politics of Your Company
I Don't Make Quick Decisions
I Don't Sign Long Contracts
I Don't Want to Be Locked In
I Had a Bad Experience in the Past
I Don't Need All of That - I Just Want the Cheapest Option
I Only Deal With People I Know / Only Deal With Local People
I'm Too Busy to Make a Decision Right Now / To Implement This Right Now
Apples to Apples
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How to Avoid Objections Before They Ever Happen
Strong Value Based Presentation
Good Reputation

Summary
Key lessons on objection handling
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