Скачать или смотреть The ABCs of Handling Sales Objections

http://theatlascast.com Last episode we talked about handling phony objections and how most objections, especially the ones you get initially, are not real objection, or really, how they aren’t THE real objection that’s stopping the prospect or client from doing what you ask them to do.

And we’re going to talk about how to tell whether a prospect’s objection is genuinely real or not so much. That’s actually pretty easy, to be honest, most times.

Let’s jump right in. Most times when you “ask for the order” or ask a prospect to do something, buy something, or set an appointment with you, the answer is going to be some variation of “NO.” Such is life. It’s going to happen.
There will always be a percentage of people that will say NO to any request you make of them, regardless of whether they are a fit for what you’re offering, whether it’s in their best interest to say YES, and regardless of anything.

We can’t worry about those people. Not one bit. What can and should do is focus on converting the people who can and will say YES, even if getting that yes takes a little clarifying on your part or a little convincing.

So that said, regardless of how good you, your company, or your products or services are, there will be people saying NO to you. You just have to deal with it. You’re not going to get all of them. But here’s how we handle objections and convert some of those NOs to YESs.

Let’s cut to the chase. Here’s the three step rebuttal formula: ABC.

Agree, bullet point, close. Again… agree, bullet, close.

Now you’ll notice, this isn’t the same ABC uttered by salespeople for decades. We’re not talking about, “Always be closing.” Yes, it’s a good idea to always be closing and once it’s time to ask for the order, to always be asking for the order every time you stop talking. And we’ll get into that much more deeply later, because this is a very important concept and one I see many, many people get completely wrong.

No. Instead of “always be closing,” this ABC is “agree, bullet, close.”

Alright. Let’s jump right into an example.

Let’s say you just asked for the order. Let’s jump back to an example from my broker days, because with this, this is actually going to be something that is very easy to illustrate.

So the example. Let’s say that we’re trying to get a prospect to open a brokerage account by buying 100 shares of a stock. And let’s say this company just received a gigantic contract and, rumor has it, they’ll be getting an even bigger one soon and as a result the price is set to jump.
Now let me take a step back here. This is a stock example. But it really doesn’t matter. This same formula can be used for anything. I’ve used it in many diverse businesses and my clients have as well. You can use this in YOUR business, regardless of whatever it is you sell. I’m 100% confident in this and know it to be fact.

Alright. So the prospect says “not interested.” We’d then give them a rebuttal using the ABC formula. Agree, bullet, close.

“I understand that (agree). But you know what? This company is about to receive a record contract that will double revenues (bullet point). There’s not a doubt in my mind you should take the 100 shares (close).”

Agree, blurb, close.

Here’s another one:

“I can appreciate that. But you have to understand something here. This company does 12 billion a year in revenue. This contract they’re getting is worth over 8 billion. That’s two-thirds yearly revenue in one shot. I’m telling you, we’re looking at an easy 10 points here. Listen to me on this; take the 100 shares.”

Another ABC: agree, bullet, close.

Agree: I can appreciate that.

Bullet: The company does 12 billion a year and we’re looking at a 10 point increase in price.

Close: Take the 100 shares.

Easy, right? Actually it gets a little more complex than that. That first rebuttal, the one that talked about the company’s new contract and the fact that revenues were on pace to double, that was what we call a “business bullet.”

The second one, while having some business aspects to it, was what we call a “greed bullet.” Actually a pure greed bullet would be something like this:

“Can I tell you something? The stocks at $40 a share right now. There’s no doubt that this is going to be a $50 stock. I’m telling you, you want to own at least 100 shares.”

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