tailieunhanh - 101 marketing strategies for accounting law consulting and professional services firms phần 6

Một khi bạn đã thực hiện các giới thiệu và giải thích các lợi ích của những Nhờ hai làm việc cùng nhau, đứng lên, hãy tìm các khách hàng cũ trong mắt, bắt tay cô và nói, "cho khách hàng của tôi, chúc may mắn với Bob. Tôi biết anh ta sẽ | CHAPTER ELEVEN Handling Objections 52 What Is Your Attitude Toward Objections 53 Why Prospects Object 54 Two Types of Objections 55 Techniques for Answering Objections 56 Handling the Price Objection 121 Handling Objections E What Is Your Attitude toward 52 Objections An objection is anything the prospect says or does that presents an obstacle to the smooth completion of the sale. Objections are a normal and natural part of almost every conversation not just in sales situations. People just seem to enjoy objecting no matter what the subject of the conversation might be. Having seen deception cover-ups and dishonesty among the great and near-great people do not readily accept what somebody says at face value anymore especially if the person talking is a virtual stranger. Purchases are more often than not made from a person or a company that is somewhat unknown. A purchasing decision therefore feels like a risk. To ease the fear of risk people object or ask questions in hopes of getting answers that will convince them that the buying decision is in their best interest. Objections Show Interest Professionals look positively at the objections prospects offer. Objections move prospects nearer to the close and reveal what they are thinking. Sellers who are never forced to deal with objections are just order takers. Your success in selling depends on how you deal with objections. View objections as opportunities to rise to your highest professional level not as insurmountable obstacles that you will inevitably fail to climb. An objection often reveals the key to a successful sale. .