Summary
This video introduces the concept of handling objections in sales, emphasizing the importance of communication skills for sales professionals. It discusses two categories of objections: specific objections and excuses, providing examples related to pricing, trust, and decision-making. The video explains techniques for addressing objections by building trust through transparency, communicating effectively, and balancing logic and emotion. It also covers strategies for handling price objections by focusing on value proposition, addressing concerns, and justifying pricing based on benefits. Additionally, it emphasizes the impact of customer attitude on objection handling and provides insights on adjusting the salesperson's attitude to influence customer behavior effectively.
Chapters
Introduction to Handling Objections
Introduction to the concept of handling objections in sales. Explains the importance of communication skills for sales professionals and introduces a system for effectively addressing objections.
Types of Objections
Discusses the two categories of objections: specific objections and excuses. Provides examples of objections related to pricing, trust, and decision-making.
Dealing with Customer Trust Objections
Explains the concept of customer trust objections and how to address them by building trust through transparency and providing relevant information.
Early Objections and Communication Techniques
Describes early objections that can occur in the sales process and techniques to effectively communicate and handle objections before they escalate.
Handling Price Objections
Provides strategies for handling price objections by emphasizing the value proposition, addressing concerns, and justifying the pricing based on benefits.
Handling Objections with Logic and Emotion
Discusses the importance of addressing objections with a balance of logic and emotion. Emphasizes the role of transparency and effective communication in overcoming objections.
Using Customer Attitude to Address Objections
Explains how customer attitude can impact the handling of objections and provides insights on adjusting the salesperson's attitude to influence customer behavior.
Dealing with Rational and Emotional Objections
Discusses techniques for handling both rational and emotional objections in sales by addressing customer concerns and building trust through logical reasoning and emotional connection.
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