Page 49 - RW205.01.0819 WW-Seminar-The Perfect Presentation

MANAGING OBJECTIONS

Communicating and presenting effectively Objections arise for 2 main reasons:
increase your chances of recruiting or closing
a sale. However, prospects often have objections YOUR PROSPECT
and it is important to know how to manage them DOESN’T
as part of the recruiting and selling process. YOUR PROSPECT
NEEDS MORE UNDERSTAND
By managing objections you can: INFORMATION AND NEEDS
CLARIFICATION.

Complete the recruiting or sale process.
In general, it is not necessary to manage all of
Show your prospects that you are really your prospect’s objections, that would be a waste
there for them and you take their concerns of resources and it may even take you far from
seriously. closing the deal. You should listen to all of the
objections, identify the main, real objection and
Continue to build trust and reinforce the manage that. Often, minor objections will then
rapport with your prospects so that they feel disappear. You can use the following process.
comfortable joining your team or buying
from youcompany.

WHAT IS an OBJECTION?

An objection is a concern or an issue that your
prospect has and that prevents you from closing
the sale or recruiting them. Your prospect may
not express the objection, but may use it as an
excuse not to buy or join.

The objection is usually connected to a need.
By asking questions and listening from the
heart, you can discover the need underneath
the objection. Don’t think of an objection as
a problem or a personal rejection; see it as an
opportunity to help your prospect identify and
meet a need.

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