Managing Objections, Asking the Best
Questions & Improved Listening Skills
The High-Payoff Best Practices of Top Producers
Presented by Jack Daly
WEBINAR DETAILS: Tue, July 13, 2010
1:00 P.M. Pacific Time, (4:00 P.M. Eastern Time)
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Jack Daly Sales Webinar Series
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1
Shortest Course on Sales
Four Words:
The Critical Path
Personality Styles
2 Key Questions to Profile a Prospect/Customer’s Personality Style
1. More Assertive or Less Assertive?
2. Logic or Emotion?
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Relationship Selling Process
The Best Sales People Are ―Canned‖
Success Guide
1. Why MY company?
2.
Feature and benefits of each product.
3.
Objection Guide.
4. Question Guide.
5.
Success examples.
The primary reason your customer does not buy is
____________________________________________________________.
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Why do we get Objections?
 People don’t like _____________
 People don’t trust ________________________
 Previous bad _______________________________
 Shortfall in developing ___________________
How many Objections?
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Objection Reality
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―Managing Objections‖ Guidelines
1. Managing Objections is Selling- “Seek first to understand, ________________________________________.”
2. Objections are O.K.- If your prospect doesn’t object,
________________________________________.
3. Selling is easy if ________________________________.
4. Qualify any objection so the focus is on
____________________________________________________________.
5. “No” does not mean “No, I don’t like you”, but “No,
____________________________________________________________.”
6. Think of objections as the ___________________________________.
7. Once you have effectively answered an objection,
____________________________________________________________!
―Managing Objections‖
Objection: ______________________________________________________
Response:
Objection: ______________________________________________________
Response:
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Possible Objections Out There
1. You do not have enough experience.
2. I’m too busy right now.
3. The last time we used your company, the service was terrible.
4. I’m happy with my existing relationship.
5. Your price is too high.
6. We only use (certified; approved; etc..) vendors.
7. We do that inside our company.
8. Your way of doing business is too cumbersome.
9. Indifference.
10. Don’t know the answer.
Find out what your company’s frequently heard objections are!
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Some Examples
1. You do not have enough experience,
Response A: I know experience plays a major role in your decision. That is
why I believe the (x) years experience my company has been doing this
will be of great benefit to you.
Or,
2. You do not have enough experience,
Response B: I might be new to the industry, but I am not new to working
hard, following up on what I do and bottom-line getting things done. In
the past….(expand on sales experience).
 Remember to craft YOUR best response.
===000===
1. I’m too busy right now.
Response A: I understand your situation- we’re both very busy. You’re
successful and so am I. That’s why we have an urgent reason to talk and
why I am calling/stopping by to set up a convenient appointment. Would
you gamble/invest 20 minutes of your time to see if there are ways I could
help you to earn more money?.
Or
2. I’m too busy right now.
Response B: If you are busy then you are just the person I want to see. Busy
people quickly realize the value of what I have to offer. Gamble/invest 20
minutes of your time with me to discuss how I might be able to give you
more value that you are currently receiving from your present relationship.
 Remember to craft YOUR best response.
A Possible Process:
 And what would you say?... And what would you say?
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Ask Questions And Listen. What is the Purpose of THIS Call?
 Never make a call WITHOUT a purpose!
The Key to Good Questions is doing your Homework
1. Leverage the _________________.
2. Build a _____________________.
Question Guide – 3 Foundation Questions to build upon:
1. What do we _____________?
2. What do we _________________________?
3. What do we need to “Get out _________________?”
Victory Comes to Those Best Prepared. More Homework!
 What’s the value of the account to us?
 Who is the decision maker?
 What is their Primary Buying type?
 What opportunity exists in this account?
 What influences are involved in the decisions?
 What’s standing in the way of doing business with our company?
 What are the customers HVN’s?
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Sample Categories of Questions
 Rapport
 Lay of the Land
 Pain
 Fear
 Desire
 Deficit
Lay of the Land Question Examples
1. Decision Process:
 How do you decide who…?
 What is your role…?
 How many people are involved in the decision making process…?
 How do you plan to make the award selection and how are the award
factors weighted?
2. Project Requirements
3. Company Overview
4. Competition
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Tips to Better Listening
 Take notes, rewrite, expand
 Use positive body language
 Ask more questions
 Listen OBJECTIVELY
 Give feedback
 2:1
Role Practice
• The purpose of this exercise is to learn to ask questions
and listen comfortably and effectively. There is a
difference between gathering information and
interrogation.
• Demonstration
• Practice
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Growing Profitable Sales
• Online sales navigation tool that
focuses high payoff actions on
results.
• Uses Jack Daly systems & processes
– “MAPS” system
First Alert List – Email
[email protected]
or call 888-298-6868
— Taking Action —
The key to effectiveness rests with “taking action”.
What will yours be? Good hunting!
1.
2.
3.
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Q&A
Jack Daly Webinar Series Continues…
Managing Objections, Asking the Best Questions &
Improved Listening Skills
The High-Payoff Best Practices of Top Producers
This session was recorded and will be available for you to watch online.
You will be emailed a link, user name & password.

LIMITED TIME SPECIAL BONUS: Launching by July 30 – The JACK DALY WEBCAST MEMBERSHIP
For attending this webcast, you’ll get a limited time Kickoff Rate
for the new JD webcast annual membership. Your price for this
webcast will be deducted from the normal webcast membership
rate as low as $249 for the year!
When you enroll, you’ll continue training with Jack for 6 powerful
new webcast events over the next year at one low price for the
entire year!‖ More details will be emailed to you very soon.
More webinars coming in 2010. Available at www.totalsellingsystem.com

Aug 17
Mgmt
Compensation, Rewards, &
Recognition for Sales People

Sep 30
Sales
Sales Rx: Sales Systems & Process
Checklist
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