Page 51 - RW205.01.0819 WW-Seminar-The Perfect Presentation

MANAGING OBJECTIONS

The example below illustrates that by listening, pausing, and asking questions, it is possible
to determine the real objection, identify the need, and close the sale.

You: What products did you like the most?

PROSPECT: The Chef I Set, but I don’t know... I’m not convinced.

You: What does not convince you?

PROSPECT: These utensils are very nice but...

You: ...

PROSPECT: I’m afraid they may get damaged...

You: If I show you how easy it is to give them proper care so that they last for a lifetime, would that help
you decide?

PROSPECT: Yes, but I would like to discuss it with my spouse first.

You: I understand. Do you want me to make a presentation for your spouse so he/she can learn about the
product benefits?

PROSPECT: Actually, the set is very expensive and we cannot afford it now.

You: Is that your greatest concern? Are you worried because you like the product, and you want to be sure
you can afford it?

PROSPECT: Yes.

You: I understand. And you don’t have to pay for everything in cash. With our credit plan, you can make
a minimum down payment, and pay the balance over time in comfortable installments. You can even
pay using a credit card.

PROSPECT: I am interested in the credit plan.

You: Great. Let’s fill out some papers, and I will tell you how much your monthly payments will be…

EXERCISE 28 RW205 WW.1205.01.0819 51