Page 1
Private & confidential@ ryanghall
Handling Objection.
13th February 2015
Page 2
Objection?
Private & confidential@ ryanghall 13th February 2015
Page 3
But what is an objection, really?
Private & confidential@ ryanghall 13th February 2015
Page 4
Private & confidential@ ryanghall Private & confidential@ ryanghall 13th February 2015
Page 5
Why do people buy?
Private & confidential@ ryanghall 13th February 2015
Page 6
People buy because of a few key factors. Firstly,
there must be a feature or benefit to them.
Simple right? Or perhaps what they are buying
saves time? Or maybe it’s just convenient.
Some people look for peace of mind in their
purchases. But a surprising amount of people
need something that appeals to their ego. But
sometimes is more simple that and it’s it’s just
something fun.
“
”Private & confidential@ ryanghall 13th February 2015
Page 7
People buy because of a few key factors. Firstly,
there must be a feature or benefit to them.
Simple right? Or perhaps what they are buying
saves time? Or maybe it’s just convenient.
Some people look for peace of mind in their
purchases. But a surprising amount of people
need something that appeals to their ego. But
sometimes is more simple that and it’s it’s just
something fun.
“
”Private & confidential@ ryanghall 13th February 2015
Page 8
nice agency
Private & confidential@ ryanghall 13th February 2015
Page 9
Private & confidential@ ryanghall 13th February 2015
Page 10
Why do people object?
Private & confidential@ ryanghall 13th February 2015
Page 11
Six Triggers.
Private & confidential@ ryanghall 13th February 2015
Page 12
1. Reciprocity (gifting).
Private & confidential@ ryanghall 13th February 2015
Page 13
2. Commitment &
consistency.
Private & confidential@ ryanghall 13th February 2015
Page 14
3. Liking.
Private & confidential@ ryanghall 13th February 2015
Page 15
4. Authority.
Private & confidential@ ryanghall 13th February 2015
Page 16
5. Proof.
Private & confidential@ ryanghall 13th February 2015
Page 17
6. Scarcity.
Private & confidential@ ryanghall 13th February 2015
Page 18
Objection handling
model.
Private & confidential@ ryanghall 13th February 2015
Page 19
LACE.
Private & confidential@ ryanghall 13th February 2015
Page 20
LACE.
Private & confidential@ ryanghall
Listen, Accept, Comment, Explicit action.
13th February 2015
Page 21
Listen, question, think,
hone, challenge.
Private & confidential@ ryanghall 13th February 2015
Page 22
Techniques.
Private & confidential@ ryanghall 13th February 2015
Page 23
Tipping the bucket.
Private & confidential@ ryanghall 13th February 2015
Page 24
Objection chunking.
Private & confidential@ ryanghall 13th February 2015
Page 25
Conditional clause.
Private & confidential@ ryanghall 13th February 2015
Page 26
Curiosity.
Private & confidential@ ryanghall 13th February 2015
Page 27
Fall back.
Private & confidential@ ryanghall 13th February 2015
Page 28
FUD
Private & confidential@ ryanghall 13th February 2015
Page 29
FUD
Private & confidential@ ryanghall
Fear, Uncertainty, Doubt.
13th February 2015
Page 30
Justification.
Private & confidential@ ryanghall 13th February 2015
Page 31
Beyond the theory.
Private & confidential@ ryanghall 13th February 2015
Page 32
Short cutting objection.
Private & confidential@ ryanghall 13th February 2015
Page 33
Reframe the
situation, question, delve.
Private & confidential@ ryanghall 13th February 2015
Page 34
Open up the opportunity.
Private & confidential@ ryanghall 13th February 2015
Page 35
Private & confidential@ ryanghall
Bronze, silver and gold.
13th February 2015
Page 36
Opening up the sale.
Private & confidential@ ryanghall 13th February 2015
Page 37
Remove the
objection (& Risk).
Private & confidential@ ryanghall 13th February 2015
Page 38
Give yourself the
opportunity to sell later.
Private & confidential@ ryanghall
up
13th February 2015
Page 39
Reduce the scope.
Private & confidential@ ryanghall 13th February 2015
Page 40
You’re better off in
there than not.
Private & confidential@ ryanghall 13th February 2015
Page 41
So What Does It
All Mean?
Private & confidential@ ryanghall 13th February 2015
Page 42
Private & confidential@ ryanghall 13th February 2015
Page 43
Private & confidential@ ryanghall
Listen.
Private & confidential@ ryanghall 13th February 2015
Page 44
Thanks for listening. Any questions?
@ryanghall Private & confidential13th February 2015