Overcoming Objections and Close More Business Now
Lisa Peskin – CEO/Founder, Business Development University
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A little about me…
Expectations For
Today
Increase Close Ratios
# Quotes/ # Presentations
Sales
= Close Ratio
Triage
Closing Begins
What are we Closing for?
Meeting List of
The next with company’s A signed
step decision users or contract
makers needs
Sales Process
Build
Uncover Key Present Handle Close the
Rapport/ Set
Information Solutions Objections Sale
Expectations
Setting Expectations
Uncovering Needs
Their Closing
Your
the
Needs Needs Sale
Present Ideas and Solutions
Marketing Consultant
Features and Benefits
Present to Decision-Makers
Present in Person
Recognize Buying Signals
Trial Closes
Good way to gauge “close-ability” of a
prospect
Test the waters
Offers the ability to retreat and massage the
proposal
Use when the prospect shows sign of
approval of your recommendation
Recognizing Objections
Roadblock in the sales process
Buying signal
Obstacle to smooth closing
Concern
Consideration
Need for rationalization
Request for assurance
Why Prospects Object
Perceived lack of value
Lack of urgency
Perception that competition is better
Lack of resources
Personal Reasons
Objection Handling
Listen
Acknowledge
Question
Think
Respond
Acknowledge
I appreciate your
interest.
Thank you
You bring up for sharing
a good
That’s a good your
point.
question. concern.
Ask Questions
Can you elaborate?
What has
Can you tell been your
What are you
me why?
concerned experience?
about?
Isolate the Objection
Think
What will work best for them?
What is stopping them from moving
forward?
What is the best way to handle
this situation?
Responses
Direct
Feel, Felt, Found
Justification
Boomerang
Uncovering Hidden
Objections
The Magic Question
Closing Techniques
Alternative Close
Assumptive Close
Best-time Close
Choices Close
Promotions/Special Close
Alternative Choice Close
T- Shirts or Sweatshirts
Assumptive Closes
When do you want the shirts
T- Shirts
delivered?
How many t-shirts did you
want to order?
All I need to get started is…
Shall I finalize the details?
Best Time Close
T- Shirts
I can get you the shirts prior to
your big event.
Choices close
Option 1 – t-shirts,
sweatshirts and jackets
Option 2 – t-shirts and
sweatshirts
Option 3 – just t-shirts
Promotion close
Conditional close
ROI Close
Ben Franklin Close
Be Quiet: Let them Respond
One of the more difficult tasks,
but also one of the most important
Give prospect time to absorb the
information
Allow the prospect the opportunity to speak first
Determine Next Steps
Never leave a meeting or end a call without
determining next steps
Set a date for the next meeting or phone call
Confirm with them via voice mail or electronically
the next day
Closing
Closing starts at the beginning and happens
throughout the sales process
Track your close ratio
Identify your TRIAGE areas
Sharing is Caring
Questions?
Thank You
Lisa Peskin – CEO
877-310-1370 X101
Lisa.peskin@businessdevelopmentu.com
www.linkedin.com/in/lisapeskin
