Managing Objections, Asking the Best Questions & Improved Listening Skills
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) Use this link to join the Webinar: https://www2.gotomeeting.com/register/909043138 Once there, you will log-in with your first and last name and email. You will be connected to audio using your computer’s microphone and speakers (VoIP). A headset is recommended. Or, you may select Use Telephone after joining the Webinar. Australia: +61 (0) 3 9008 6791 New Zealand: +64 (0) 9 985 3580 Canada: 1647-724-4125 United Kingdom: +44 (0) 203 318 4024 France: +33 (0) 975 181 006 United States: +1 323 417 4600 Access Code: 184-673-928 Audio PIN: Shown after joining the Webinar Webinar ID: 909043138 Jack Daly Sales Webinar Series www.totalsellingsystem.com 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? Jack Daly Sales Webinar Series www.totalsellingsystem.com 2 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 ____________________________________________________________. Jack Daly Sales Webinar Series www.totalsellingsystem.com 3 Why do we get Objections? People don’t like _____________ People don’t trust ________________________ Previous bad _______________________________ Shortfall in developing ___________________ How many Objections? Objection Reality Jack Daly Sales Webinar Series www.totalsellingsystem.com 4 ―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: Jack Daly Sales Webinar Series www.totalsellingsystem.com 5 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! Jack Daly Sales Webinar Series www.totalsellingsystem.com 6 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? Jack Daly Sales Webinar Series www.totalsellingsystem.com 7 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? Jack Daly Sales Webinar Series www.totalsellingsystem.com 8 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 Jack Daly Sales Webinar Series www.totalsellingsystem.com 9 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 Jack Daly Sales Webinar Series www.totalsellingsystem.com 10 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. Jack Daly Sales Webinar Series www.totalsellingsystem.com 11 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 Jack Daly Sales Webinar Series www.totalsellingsystem.com 12
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