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Getting to Yes: When No Means Not Yet

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ValueSelling Associates, Inc.
ValueSelling Associates, Inc.

Instead of feeling dread, sales executives can welcome objections and actually look forward to the next “no.” In many cases, an objection means the prospect is missing information needed to complete the buying process. Get tips on how to be prepared to address objections on a positive note and change your perspective on this stage of the sales process. Learn how to root out all of your buyer’s concerns in totality rather than bit by bit.

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© ValueSelling Associates, Inc. 2017. All rights reserved. When No Means Not Yet: Overcoming Objections Presentation by Julie Thomas President and CEO, ValueSelling Associates Complimentary Webinar - November 16, 2017 This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Follow us! ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling 2
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Handling Objections
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 4 Price Not a priority Status Quo Different solution Other…give us the details What do you hear most?
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 5 Agenda How people buy Creating urgency The objection handling process Keys to success Wrap-up and questions
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 6 The psychology of buying? Awareness Need Education Believability Experience to reduce risk Psychological ownership of the solution Psychology Today, February 2016, Dr. Ari Zalmanow
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 7 The Value Buying Process™ VALUE Confirm PROBLEM POWER PLAN Confirm Differentiated VisionMatch™ SOLUTION BUSINESS ISSUE
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 8 No one wants to be sold…most people do want to buy Prospects are educated – have predetermined ideas The “close” is a natural outcome of a well- executed sales campaign Expect a “no” and have a plan The economy poses some real challenges - Risk aversion - Real value MUST be uncovered The close should not be a “surprise attack” Our Current Reality
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 9 Creating Urgency
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 10 It is all about the prospect and his/her perspective Why this, why you, and why now Urgency is created by personal value Focus the prospect on value realization Once a need is satisfied, it is no longer a motivator Creating Urgency
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 11 Why do we get objections? • Resistance to change • Real question or concern • Hidden agenda or preference • Negotiating tactic
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 12 Handling Objections Anticipate objections and be prepared - Rarely is there a unique question - Understand your competition and your prospect’s alternatives Objections are positive - opportunity Unaddressed objections will block your sale every time
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 13 The Objection Handling Process Step 1: It’s all about attitude! Keep your composure Step 2: Clarify Ensure that you respond to the right question Why is more important than what Step 3: Diagnose Where does the prospect need further information or clarification? Step 4: Sharp angle close – isolate Step 5: Address and confirm
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 14 Diagnosis Business issue Differentiated solution Value Power Plan Determine which area of the Value Buying Process™ to address
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 15 Establish your credibility - Experience - Professionalism Focus on differentiation Seek to understand - Why not what Anticipate and prepare Practice Key To Success
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 16 Summary  Getting too close - Executing on the Value Buying Process™ - Preparation is key - The prospect’s perspective is all that really matter  Urgency - Value, value, value! - Not yours - theirs  Handling objections - Be prepared - Practice  Context  Understand  Listen  Avoid creating objections
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Questions? 17
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides 18
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 19 Visit the eStore at valueselling.com Go to valueselling.com > eStore
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Based on the globally-proven ValueSelling Framework® Gain access to and prepare for meeting with executive decision makers. Fill the funnel, engage buyers and get more meetings with a repeatable, cadence-based approach. 20 Vortex Prospecting™ Public Workshop in Denver November 29 & 30 Webinar Discount $500 off Vortex Prospecting™ PROMO CODE: denver
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Follow us! ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling 21
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Sales Coaching with ValueSelling Associates December 14, 2017 | 10:00 AM Pacific Save the date! 22
© ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Thank you! 23 Julie Thomas| CEO julie@valueselling.com + 1 858 759 7954 julieathomas

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Getting to Yes: When No Means Not Yet

  • 1. © ValueSelling Associates, Inc. 2017. All rights reserved. When No Means Not Yet: Overcoming Objections Presentation by Julie Thomas President and CEO, ValueSelling Associates Complimentary Webinar - November 16, 2017 This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
  • 2. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Follow us! ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling 2
  • 3. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Handling Objections
  • 4. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 4 Price Not a priority Status Quo Different solution Other…give us the details What do you hear most?
  • 5. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 5 Agenda How people buy Creating urgency The objection handling process Keys to success Wrap-up and questions
  • 6. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 6 The psychology of buying? Awareness Need Education Believability Experience to reduce risk Psychological ownership of the solution Psychology Today, February 2016, Dr. Ari Zalmanow
  • 7. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 7 The Value Buying Process™ VALUE Confirm PROBLEM POWER PLAN Confirm Differentiated VisionMatch™ SOLUTION BUSINESS ISSUE
  • 8. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 8 No one wants to be sold…most people do want to buy Prospects are educated – have predetermined ideas The “close” is a natural outcome of a well- executed sales campaign Expect a “no” and have a plan The economy poses some real challenges - Risk aversion - Real value MUST be uncovered The close should not be a “surprise attack” Our Current Reality
  • 9. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 9 Creating Urgency
  • 10. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 10 It is all about the prospect and his/her perspective Why this, why you, and why now Urgency is created by personal value Focus the prospect on value realization Once a need is satisfied, it is no longer a motivator Creating Urgency
  • 11. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 11 Why do we get objections? • Resistance to change • Real question or concern • Hidden agenda or preference • Negotiating tactic
  • 12. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 12 Handling Objections Anticipate objections and be prepared - Rarely is there a unique question - Understand your competition and your prospect’s alternatives Objections are positive - opportunity Unaddressed objections will block your sale every time
  • 13. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 13 The Objection Handling Process Step 1: It’s all about attitude! Keep your composure Step 2: Clarify Ensure that you respond to the right question Why is more important than what Step 3: Diagnose Where does the prospect need further information or clarification? Step 4: Sharp angle close – isolate Step 5: Address and confirm
  • 14. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 14 Diagnosis Business issue Differentiated solution Value Power Plan Determine which area of the Value Buying Process™ to address
  • 15. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 15 Establish your credibility - Experience - Professionalism Focus on differentiation Seek to understand - Why not what Anticipate and prepare Practice Key To Success
  • 16. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 16 Summary  Getting too close - Executing on the Value Buying Process™ - Preparation is key - The prospect’s perspective is all that really matter  Urgency - Value, value, value! - Not yours - theirs  Handling objections - Be prepared - Practice  Context  Understand  Listen  Avoid creating objections
  • 17. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Questions? 17
  • 18. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides 18
  • 19. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. 19 Visit the eStore at valueselling.com Go to valueselling.com > eStore
  • 20. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Based on the globally-proven ValueSelling Framework® Gain access to and prepare for meeting with executive decision makers. Fill the funnel, engage buyers and get more meetings with a repeatable, cadence-based approach. 20 Vortex Prospecting™ Public Workshop in Denver November 29 & 30 Webinar Discount $500 off Vortex Prospecting™ PROMO CODE: denver
  • 21. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Follow us! ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling 21
  • 22. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Sales Coaching with ValueSelling Associates December 14, 2017 | 10:00 AM Pacific Save the date! 22
  • 23. © ValueSelling Associates, Inc. 2017. All rights reserved.© ValueSelling Associates, Inc. 2017. All rights reserved. Thank you! 23 Julie Thomas| CEO julie@valueselling.com + 1 858 759 7954 julieathomas