2. What are you going to learn at the
overcoming objections course?
3. ■ How to turn every objection to a positive power.
■ How to develop the interaction with your customer using theirs
objections.
■ How to make sure that you are dealing with a real objection.
■ Different techniques and methodologies to overcome your customers
objections.
■ The final result: more closings and more sales!
20. The objection Acceptance sentence
“It is very expensive”
“I agree that it is not the cheapest opportunity in
the market”
“I don’t have the money”
“I understand that there are some budget
limitations”
“I have to consult with my wife”
“It is so nice to see that her opinion is important
for you”
“I had bad experience with your company” “I am so sorry for that”
“I want to check with your competitors”
“I understand that it is important for you to make
the right decision”
21. Not close enough to your customer?
Need more information?
Use his objection to achieve it!
22. The challenge:
Using the costumer’s objection in order to
increase personal rapport and learn more
about their needs and problems.
23. Turn the customer’s objection to the
discussion topic by asking an open
question.
24. The objection Acceptance sentence Open question
“It is very expensive”
“I agree that it is not the
cheapest opportunity in the
market”
“Can you guide me more by
telling me what are your
expectations…?”
“We don’t have the budget”
“I understand that there are
some budget limitations”
“Can you tell me more about
your budget… (or) plans?”
“I have to consult with my wife”
“It is so nice to see that her
opinion is important for you”
“How many years you are
together… how did you meet?”
“I had bad experience with your
company”
“I am so sorry for that”
“When did it happened… since
then, with whom did you work?”
“I want to check with your
competitors”
“I understand that it is important
for you to make the right
decision”
“What is important for you…
what exactly would you like to
solve?”
35. When the “I will need to think about it” objection
appears at the beginning of the meeting, it doesn’t
mean anything about its end!
Accept it and develop the conversation.
36. Ask the customer what did they like in your offer,
and empower it by adding more benefits.
37. Thank you!
Yair Schoenfeld
Go to:
https://www.udemy.com/be-the-best-in-overcoming-
customers-objections/learn/v4/overview