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Handling Objections 2-4: Objection Strategies


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About this Lesson

  • Type: Video Tutorial
  • Length: 27:01
  • Media: Video/mp4
  • Use: Watch Online & Download
  • Access Period: Unrestricted
  • Download: MP4 (iPod compatible)
  • Size: 144 MB
  • Posted: 12/04/2009

This lesson is part of the following series:

Handling Sales Objections (2 lessons, $108.90)

A TOP GUN Sales Professional welcomes objections because they know how to handle them without fear or stress.

You'll discover:

Why people raise objections
How to avoid triggering negative responses
How to handle objections before they come up
Why not all objections are important
Which objections to ignore, delay, postpone or answer
How to reduce the stress level for both yourself and your client when objections are raised
6 steps for handling objections
A unique and proven System for "smoking out" the real objection
An automatic response and proven formula for handling all objections.
You'll never fear objections again.
How To Deal With Price Buyers

Customers will always buy on price.... if you let them! Unfortunately many sales people unconsciously create price buyers;

You'll discover:

How to postpone price discussions until after value has been established
How to shift a price buyers' frame of reference to value for money and away from price
How to recognise the difference between ability to pay and willingness to pay
How to justify price with sound reasons
How to use the TOP GUN Value For Money Formula
How to handle all price and money objections
How to sell against a cheaper competitor
How to turn a higher price into an advantage
"R.O.I. Selling" - How To Sell Your Ideas as an Investment

You'll discover:

How to identify measurable ways to increase profitability for your clients
How to get your customers to see your product and/or service as an investment with an expected pay-off in increased revenues or decreased costs rather than as an expense. It's the professional way to sell.

Supplementary Files

  • Once you purchase this lesson you will have access to these files:
  • Module8_handouts.pdf Module8_handouts.pdf
  • Module8_flipChart.pdf Module8_flipChart.pdf

About this Author

Wayne Berry
Wayne Berry
33 lessons

Wayne Berry CSP* is Australia's own TOP GUN Sales Coach and most in-demand speaker on sales, negotiating and sales management. He is ranked in the top 7% of professional speakers in the world by the USA based National Speakers Association. (*CSP is the highest International Accreditation of the NSA and there are are only 42 NSAA CSPs in the world.)

He is a best selling author and one of Australia's best known speakers. His four books, “Negotiating In The Age of Integrity”, “How To Get The Best Deal Every Time”, “How To Get The Best Sale Every Time” and “How To Lead and Motivate A TOP GUN Sales Team” are now sold in 13 countries.

He speaks more than 200 times each year...


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