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Handling Objections

The document provides guidance on handling objections from potential customers. It discusses recognizing true objections versus false ones, never arguing with customers, clarifying the objection, and answering objections to close the sale. The six most common objections are listed as cost, needing to consult others, having friends in the business, wanting to shop around, and not wanting the product. It also provides tips for handling buyer's remorse after the sale and maintaining the relationship through follow up service.

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Amelia Putri
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116 views

Handling Objections

The document provides guidance on handling objections from potential customers. It discusses recognizing true objections versus false ones, never arguing with customers, clarifying the objection, and answering objections to close the sale. The six most common objections are listed as cost, needing to consult others, having friends in the business, wanting to shop around, and not wanting the product. It also provides tips for handling buyer's remorse after the sale and maintaining the relationship through follow up service.

Uploaded by

Amelia Putri
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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HANDLIN

G
OBJECTI
ON
HANDLING OBJECTIONS KEYWORDS

“Unsure You
“Cost Vs
“Trustworthy” are Meeting
Benefit”
their Needs”

“Bad “Proof of “Risk


Experiences” improvement” reducation”
SMA N 1
ACT CILACAP
HANDLING OBJECTIONS

• Objections Are Expressions Of Interest


• Real Objections Versus False Objections
• The Best Way To Recognize False Objections Is By
Observing People’s Reactions After You Give Them With
Solid Answer
• Never Arque With Your Customers
• Ask Questions – Clarify – Empathy
• Answer The Objections And Close The Sales
• Overcoming The Six Most Commong Objections
THE OBJECTIONS HANDLING MODEL

CLARITY analyze Neutralize Influence

Acknow Ask Answer the


Listen ledge/ Confirm
questions summarized questions
empathy agreement

Neutralize

Probe to uncover Go back to big – Introduce new


Show empathy,
additional picture objective ideas and solution
not sympathy
information

SMA N 1
ACT CILACAP Overcome
Objections
HOW TO HANDLE OBJECTIONS

The Six Most Common Objections


• “I Cant’t Afford It” – Price Objections
• “I Want To Talk It Over With My Spouse/Partner”
• Who Is The Decision Maker
• “I Have A Good Friends In The Business“
• “I Want To Shop Around”
• “Leave Me Some Notes/Brochure, And… I’ll Get Back To
You”
• “I Don’t Want To Buy Your Product Because…”
HOW TO HANDLE BUYER’S
REMORSE
• Remember To Say “Thank You!”
• Remember To Say “Congratulations!”
• Remember To Say “You Sure Are Lucky…”
• Don’t Take The Money And Run
• Get Your New Customer Involved Immediately
• Ask For Referral Clients (Family,friend,etc)
• Quick Follow-up – After Sale Service
AFTER THE SERVICE

• Memberikan bantuan “bebas tarif” untuk informasi aktivasi utilitas dan


moving-in
• Pembeli/penyewa property biasanya adalah orang baru di lingkungan itu
sehingga bantuan anda akan meringankan berbagai hal baginya.
• Berikan bantuan Cuma-Cuma sepanjangan masih dalam batas hubungan
bisnis yang terukur dan dalam batas kemampuan anda.
• Memberikan komitmen “I’m with you”
• Pastikan anda meninggalkan kartu nama dan jadikan diri anda orang yang paling
mudah dihubungi.
• Hubungan intensif biasanya terjadi dalam 60 hari setelah closing, setelahnya anda
dapat melakukan farming untuk bisnis masa depan atau referral darinya.
• Farming untuk bisnis masa depan
• Ketahui dari pentingnya : ulang tahun (birthday), ultah perkawinan (anniversary)

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