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Handling Objections Slide 2 Start / Stop / Continue The Rainmaker Academy will equip you with a number of tools. Place ideas for things you want to start/stop/or continue in the matrix inside the front cover of your workbook. Slide 3 Describe why objections are positiveDescribe why prospects objectDifferentiate between valid and invalid objectionsIdentify techniques and tactics to handle objectionsDemonstrate handling objections. Learning Objectives Slide 4 Attitude Toward Objections Normal and Natural Part of the Process Move Prospects Closer to Sale Reveals the Keys to a Successful Sale. Slide 5 Why Prospects Object Psychological Dislike Making a DecisionEstablished HabitsReluctance to Give UpDifficulty Changing HabitsPerceived Threat to Self-Image Slide 6 Why Prospects Object Logical ReasonsPresentation Misunderstood Not Convinced Hidden Reason To Object. Slide 7 Types Of Objections Seeker Condition Stalls Hidden Slide 8 Buying Signals No sale is ever consummated until the Prospect agrees with the Seller that: Yes, I need your service.Your service is the solution to my problem.You are the person from whom I should buy.Your firm is the one to deal with.The time to buy is now.The investment and its terms are fair. Slide 9 Five Categories of Prospect Objections 1. Service Objections 2. Hidden Objections to Seller 3. Firm Objections 4. Staff Objections 5. Price Objections Slide 10 Role Play #1 Slide 11 Six Step Method for Handling Objections 1. Listen Carefully - Hear the Prospect Out 2. Warmly Restate 3. Ask Questions 4. Answer the Objection 5. Confirm Answer Satisfied the Objection 6. Move on Slide 12 Listen Carefully Hear the Prospect Out Completely Slide 13 Confirm Your Understanding of the Objection RestateEvaluateIsolate Slide 14 Acknowledge the Prospects Point of View Points of Agreement Cushion Your Response Slide 15 Select a Specific Topic Prospects Behavioral Style Phase of Interview Objection Raised Mood of Prospect Number of Times Objection Mentioned Type of Objection Slide 16 The Answer Must Satisfy the Prospect if a Sale is to Result. Answer The Objection Slide 17 Confirm Your Answer Satisfied the Objection Slide 18 Attempt to Close If Close Not Completed Continue Presentation Slide 19 Role Play #2 Slide 20 OBJECTIONS Slide 21 Handling Objections Summary Stay in ControlPsychological ReasonsValid and Invalid ObjectionsSeven Step Method. Slide 22 We Help Accounting Firms Grow. www.therainmakercompanies.com | 1.888.797.7246 | 624 Grassmere Park, Suite 15 Nashville, TN 37211 Thank You!