Handling objection
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The document discusses strategies for handling objections in sales. It identifies six common triggers for objections, including reciprocity, commitment, liking, authority, proof, and scarcity. It then outlines the LACE model for objection handling - listening, accepting, commenting, and taking explicit action. Various techniques are presented, such as tipping the bucket, objection chunking, using conditional clauses, curiosity, and reframing situations. The goal is to understand objections, reduce risk, and still provide opportunities to make the sale.
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Handling objection
- 1. Private & confidential@ ryanghall Handling Objection. 13th February 2015
- 2. Objection? Private & confidential@ ryanghall 13th February 2015
- 3. But what is an objection, really? Private & confidential@ ryanghall 13th February 2015
- 4. Private & confidential@ ryanghall Private & confidential@ ryanghall 13th February 2015
- 5. Why do people buy? Private & confidential@ ryanghall 13th February 2015
- 6. People buy because of a few key factors. Firstly, there must be a feature or benefit to them. Simple right? Or perhaps what they are buying saves time? Or maybe it’s just convenient. Some people look for peace of mind in their purchases. But a surprising amount of people need something that appeals to their ego. But sometimes is more simple that and it’s it’s just something fun. “ ”Private & confidential@ ryanghall 13th February 2015
- 7. People buy because of a few key factors. Firstly, there must be a feature or benefit to them. Simple right? Or perhaps what they are buying saves time? Or maybe it’s just convenient. Some people look for peace of mind in their purchases. But a surprising amount of people need something that appeals to their ego. But sometimes is more simple that and it’s it’s just something fun. “ ”Private & confidential@ ryanghall 13th February 2015
- 8. nice agency Private & confidential@ ryanghall 13th February 2015
- 9. Private & confidential@ ryanghall 13th February 2015
- 10. Why do people object? Private & confidential@ ryanghall 13th February 2015
- 11. Six Triggers. Private & confidential@ ryanghall 13th February 2015
- 12. 1. Reciprocity (gifting). Private & confidential@ ryanghall 13th February 2015
- 13. 2. Commitment & consistency. Private & confidential@ ryanghall 13th February 2015
- 14. 3. Liking. Private & confidential@ ryanghall 13th February 2015
- 15. 4. Authority. Private & confidential@ ryanghall 13th February 2015
- 16. 5. Proof. Private & confidential@ ryanghall 13th February 2015
- 17. 6. Scarcity. Private & confidential@ ryanghall 13th February 2015
- 18. Objection handling model. Private & confidential@ ryanghall 13th February 2015
- 19. LACE. Private & confidential@ ryanghall 13th February 2015
- 20. LACE. Private & confidential@ ryanghall Listen, Accept, Comment, Explicit action. 13th February 2015
- 21. Listen, question, think, hone, challenge. Private & confidential@ ryanghall 13th February 2015
- 22. Techniques. Private & confidential@ ryanghall 13th February 2015
- 23. Tipping the bucket. Private & confidential@ ryanghall 13th February 2015
- 24. Objection chunking. Private & confidential@ ryanghall 13th February 2015
- 25. Conditional clause. Private & confidential@ ryanghall 13th February 2015
- 26. Curiosity. Private & confidential@ ryanghall 13th February 2015
- 27. Fall back. Private & confidential@ ryanghall 13th February 2015
- 28. FUD Private & confidential@ ryanghall 13th February 2015
- 29. FUD Private & confidential@ ryanghall Fear, Uncertainty, Doubt. 13th February 2015
- 30. Justification. Private & confidential@ ryanghall 13th February 2015
- 31. Beyond the theory. Private & confidential@ ryanghall 13th February 2015
- 32. Short cutting objection. Private & confidential@ ryanghall 13th February 2015
- 33. Reframe the situation, question, delve. Private & confidential@ ryanghall 13th February 2015
- 34. Open up the opportunity. Private & confidential@ ryanghall 13th February 2015
- 35. Private & confidential@ ryanghall Bronze, silver and gold. 13th February 2015
- 36. Opening up the sale. Private & confidential@ ryanghall 13th February 2015
- 37. Remove the objection (& Risk). Private & confidential@ ryanghall 13th February 2015
- 38. Give yourself the opportunity to sell later. Private & confidential@ ryanghall up 13th February 2015
- 39. Reduce the scope. Private & confidential@ ryanghall 13th February 2015
- 40. You’re better off in there than not. Private & confidential@ ryanghall 13th February 2015
- 41. So What Does It All Mean? Private & confidential@ ryanghall 13th February 2015
- 42. Private & confidential@ ryanghall 13th February 2015
- 43. Private & confidential@ ryanghall Listen. Private & confidential@ ryanghall 13th February 2015
- 44. Thanks for listening. Any questions? @ryanghall Private & confidential13th February 2015