This is a 7 Part series.
See the intro (click here)
See Step 1 | Greeting (click here)
See Step 2 | Find something in common (click here)
See Step 3 | Ask Broad questions to ascertain need, want, desire (click here)
See Step 4 | Narrow it down- Use Features & Benefits (click here)
Today is Step 5 | Overcoming Objections
If you would like to read the whole thing together, click here
The full text is also available for free download in PDF, click here
Please fell free to use this material for your training needs. To see the power point presentation, click here
To download the presentation, click here
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Step 5 | Overcoming Objections
the fifth step has a 4 smaller steps.
In any sales (selling) their will be objections.
I believe and tell people that objections mean the sales pitch has worked.
the buyer (interviewer, customer, boss) likes what he saw, heard and was told.
the only reason he is raising an objection is either to negotiate better terms to to understand the offer better.
An Objection is Good Thing!!
4 Steps to overcome objections/negativity
- show empathy, not sympathy
- try and uncover additional information
- remember - find a solution for the need
- introduce new solutions - remember you have the solutions!
Look at it as a sales within a sales approach.
Do all the things you did earlier.
repeat step 4. mention the features, mention the benefits and then do something nicer. Give a little extra.
wait. some of you may want to ask, Prabhjot, how do we give a little extra in an interview?
for e.g. if the interviewer says 'you are too expensive' then what should I say.
here
- show empathy, not sympathy | 'Mr. Bedi, I can appreciate how you think that my salary expectation is high'
- try and uncover additional information | 'May I ask what is it that your company pays for this positon?' OR (& this like more) 'What skills and experience/exposure do you think someone in this position would need to ensure the company' success?' (we ask this to then use the answer to demonstrate how you fit!)
- remember - find a solution for the need | lets say Mr. Bedi decides to tell you a figure that is 20% less than your expectation. 'Thank you for sharing that with me'
- introduce new solutions - remember you have the solutions! | 'I do believe I we can look at this differently. I bring with me expertise that will bring additional revenue and I do have some ideas on reducing costs/wastage' OR 'the cost to your company in putting in someone with lesser experience would be far more than the cost in bringing me in' OR 'Can we look at variable pay possibilities. that way you pay me only for performance'
the idea is get talking. move in the direction of a YES!
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Tomorrow | Step 6 | Close the Sale
If you would like to read the whole thing together, click here
The full text is also available for free download in PDF, click here
Please fell free to use this material for your training needs. To see the power point presentation, click here
To download the presentation, click here
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