handling objection
TRANSCRIPT
Private & confidential@ ryanghall
Handling Objection.
13th February 2015
Objection?
Private & confidential@ ryanghall 13th February 2015
But what is an objection, really?
Private & confidential@ ryanghall 13th February 2015
Private & confidential@ ryanghall Private & confidential@ ryanghall 13th February 2015
Why do people buy?
Private & confidential@ ryanghall 13th February 2015
People buy because of a few key factors. Firstly,
there must be a feature or benefit to them.
Simple right? Or perhaps what they are buying
saves time? Or maybe it’s just convenient.
Some people look for peace of mind in their
purchases. But a surprising amount of people
need something that appeals to their ego. But
sometimes is more simple that and it’s it’s just
something fun.
“
”Private & confidential@ ryanghall 13th February 2015
People buy because of a few key factors. Firstly,
there must be a feature or benefit to them.
Simple right? Or perhaps what they are buying
saves time? Or maybe it’s just convenient.
Some people look for peace of mind in their
purchases. But a surprising amount of people
need something that appeals to their ego. But
sometimes is more simple that and it’s it’s just
something fun.
“
”Private & confidential@ ryanghall 13th February 2015
nice agency
Private & confidential@ ryanghall 13th February 2015
Private & confidential@ ryanghall 13th February 2015
Why do people object?
Private & confidential@ ryanghall 13th February 2015
Six Triggers.
Private & confidential@ ryanghall 13th February 2015
1. Reciprocity (gifting).
Private & confidential@ ryanghall 13th February 2015
2. Commitment &
consistency.
Private & confidential@ ryanghall 13th February 2015
3. Liking.
Private & confidential@ ryanghall 13th February 2015
4. Authority.
Private & confidential@ ryanghall 13th February 2015
5. Proof.
Private & confidential@ ryanghall 13th February 2015
6. Scarcity.
Private & confidential@ ryanghall 13th February 2015
Objection handling
model.
Private & confidential@ ryanghall 13th February 2015
LACE.
Private & confidential@ ryanghall 13th February 2015
LACE.
Private & confidential@ ryanghall
Listen, Accept, Comment, Explicit action.
13th February 2015
Listen, question, think,
hone, challenge.
Private & confidential@ ryanghall 13th February 2015
Techniques.
Private & confidential@ ryanghall 13th February 2015
Tipping the bucket.
Private & confidential@ ryanghall 13th February 2015
Objection chunking.
Private & confidential@ ryanghall 13th February 2015
Conditional clause.
Private & confidential@ ryanghall 13th February 2015
Curiosity.
Private & confidential@ ryanghall 13th February 2015
Fall back.
Private & confidential@ ryanghall 13th February 2015
FUD
Private & confidential@ ryanghall 13th February 2015
FUD
Private & confidential@ ryanghall
Fear, Uncertainty, Doubt.
13th February 2015
Justification.
Private & confidential@ ryanghall 13th February 2015
Beyond the theory.
Private & confidential@ ryanghall 13th February 2015
Short cutting objection.
Private & confidential@ ryanghall 13th February 2015
Reframe the
situation, question, delve.
Private & confidential@ ryanghall 13th February 2015
Open up the opportunity.
Private & confidential@ ryanghall 13th February 2015
Private & confidential@ ryanghall
Bronze, silver and gold.
13th February 2015
Opening up the sale.
Private & confidential@ ryanghall 13th February 2015
Remove the
objection (& Risk).
Private & confidential@ ryanghall 13th February 2015
Give yourself the
opportunity to sell later.
Private & confidential@ ryanghall
up
13th February 2015
Reduce the scope.
Private & confidential@ ryanghall 13th February 2015
You’re better off in
there than not.
Private & confidential@ ryanghall 13th February 2015
So What Does It
All Mean?
Private & confidential@ ryanghall 13th February 2015
Private & confidential@ ryanghall 13th February 2015
Private & confidential@ ryanghall
Listen.
Private & confidential@ ryanghall 13th February 2015
Thanks for listening. Any questions?
@ryanghall Private & confidential13th February 2015