FIELD MANPOWER DEVELOPMENTDEPARTMENT

PRINCIPAL OFFICE KARACHI

HANDLING OBJECTIONS AND CLOSING TECHNIQUES

PAYING ATTENTION TO YOUR PROPOSALS

Interested enough to consider

possibilities

Seeking further information

Evaluating your proposal

A: Objections can work to your advantage if they indicate that

your prospect is

HANDLING OBJECTIONS AND CLOSING TECHNIQUES

B: Objections can warn you that you need to change your tactics if they indicate that

your prospect is:

Stalling (Cutting you short)

Concealing something

Making excuses

Not interested.

HANDLING OBJECTIONS AND CLOSING TECHNIQUES

If the prospect is genuinely interested in your proposals

and seeking information, you are in a position to

increase his/her interest by providing that information.

If the prospect is stalling, concealing or making

excuses, you must chip away at the objections until the

prospect faces the need to take action.

C: Objections are statements that enable you to

progress further, understand their meaning and

act accordingly.

An objection is a challenge and calls upon you to use

your

communication skills.

Each time you overcome one; you will gain

confidence in

your ability to manage the wide variety of objections

that will

be presented to you during your sale calls/visits.

HANDLING OBJECTIONS AND CLOSING TECHNIQUES

HANDLING OBJECTIONS AND CLOSING TECHNIQUES

RESPECT YOUR PROSPECTS' OPINIONS.

It is vital to keep the lines of communication open,

never ever get into an argument with a prospect.

DON'T LET THE PROSPECTS FEEL DEFEATED.

Allow them to save face if they are at mistaken.

Respect a prospect's opinion to build his or her

image of you, and that of the company you

represent.

HANDLING OBJECTIONS AND CLOSING TECHNIQUES

D. BE WELL-ORGANIZED.

Make a note of objections raised. Not only does this

demonstrate that you take them seriously, but also

helps you build up a list of the most common

Objections to help you In future sales calls/visits.

E. BE ENTHUSIASTIC ABOUT YOUR COMPANY, SOLUTION OR SERVICE.

Always stress How it meets identified needs and

show how the needs that are met compensate

for any deficiencies your prospect might

observe.

HANDLING OBJECTIONS AND CLOSING TECHNIQUES

F. BE PROFESSIONAL.

Always speak the truth. Never guess, exaggerate or misrepresent, and never fabricate answers. If you don't know the answer to a question, or aren't sure, admit it. Tell your prospect that you'll find out the answer, and revert to him promptly. Be sure to do so.

If the user's expectations are unrealistic (that is, they want too much too soon) then either negotiate the demands down or negotiate for more time. If you complain, they will not be convinced. If you are assertive and back your case with well reasoned arguments, they will thank you for saving them for future problems.

You and your prospect are in line with each other

Your prospect has enough information to make a

decision

Your prospect's attitudes are positive (Excited)

You see positive body language

(Smiles, Relaxation, Friendliness)

You hear positive remarks (' 1 like that')

IT IS TIME TO SIMPLY ASK FOR SIGNING

THE PROPOSAL/CHEQUE WHEN

Your prospect appears confident

Your prospect likes your proposal

Your prospect realizes he or she can

afford it.

Your prospect realizes he or she can't

afford

to be without it

Your prospect realizes the benefits

IT IS TIME TO SIMPLY ASK FOR SIGNING

THE PROPOSAL/CHEQUE WHEN

Please note that means close as early as possible, don't wait to be asked by the

prospect.

Increased customer retention and customer

loyalty.

Increased sales and persistency.

Cross - Selling.

Improve yours and State Life's image.

Increased and regular flow of income to you.

High morale through success.

Increased self - confidence.

Better promotion prospects.

ACQUIRING PROFESSIONAL SKILL LEADS TO

THANKS!

FIELD MAN POWER DEVELOPMENT DEPARTMENT

DEVELOPED BY:MOSHIN ABBAS & KASHIF HASHMI

F.M.D P.O , KARACH