La liste des traitements d'objections en vente

Introduction

Greet the prospect

Establish rapport

Ask questions to understand the customer’s needs and challenges

Explain the purpose and benefits of the product or service

Communicate product features and advantages

Explain the processes and procedures involved

Highlight the value of the product or service

Summarize the customer’s needs and how the product or service can meet them

Set expectations for the conversation

Clarify the customer’s decision-making process

Set a timeline and explain the actions that will be taken

Identifying objections

Ask open-ended questions

Listen actively to the prospect's concerns

Take notes of objections raised

Learn what the prospect wants

Research the product and its features

Research the market and competition

Determine if the objection is legitimate

Identify the underlying objection

Differentiate between an objection and a question

Ask clarifying questions to better understand the objection

Acknowledge the objection and the customer's feelings

Test the customer's understanding of the product

Understanding objections

Clarify the objection by asking follow-up questions

Empathize with the prospect's concerns

Repeat the objection to show understanding

Re-frame the objection in a positive light

Show how the objection can be addressed

Discuss potential solutions to the objection

Tell a relevant story to demonstrate the value of the product or service

Offer additional resources or product information to address the objection

Explain the consequences of not addressing the objection

Ask the prospect to agree to a trial period or money-back guarantee

Addressing objections

Highlight the benefits and features of the product/service

Provide evidence, statistics, or case studies to support claims

Offer solutions or alternatives to address the objection

Ask questions to better understand the customer's needs

Reassure the customer of the product/service's quality and value

Ask the customer if they are ready to proceed

Offer a special discount or other incentive to encourage the customer to move forward

Explain the consequences of taking no action

Guide the customer through the decision-making process

Remind the customer of the time-sensitive nature of the offer

Make a personal connection, such as sharing a personal experience

Explain the advantages of the product/service over the competition

Acknowledge the customer's concerns and be willing to make adjustments

Reiterate the features and benefits of the product/service

Give the customer a deadline to make a decision

Ask the customer to provide feedback on the product/service

Overcoming objections

Use persuasive techniques such as storytelling or testimonials

Address any misconceptions or misunderstandings

Provide reassurance and build trust

Ask questions to gain more information

Make a customized solution or offer a trial period

Offer an incentive or discount

Clarify the benefits of the product or service

Address the root cause of the objection

Explain why the customer's concerns are unfounded

Acknowledge the objection and emphasize the positives

Emphasize the long-term value

Stress the convenience or ease of use

Offer a money-back guarantee

Explain how the product or service solves a problem

Demonstrate the product or service to the customer

Focus on the customer's needs

Demonstrate the value of the product or service

Bring out the advantages over the competition

Closing objections

Summarize the main points discussed

Ask if the prospect's concerns have been adequately addressed

Seek agreement or commitment to move forward

Reiterate the customer’s benefits

Highlight the features and value added

Outline the next steps that need to be taken

Thank the customer for their time and interest

Provide follow-up contact information

Offer additional support or resources

Conclusion

Thank the prospect for their time and consideration

Offer further assistance if needed

Follow up with the prospect after the objection handling process.

Confirm that all objections have been addressed and that the prospect is satisfied

Ask for the sale

Reiterate the benefits of the product or service

Provide additional resources for further information

Ask if the prospect has any further questions

Reinforce the value of the product or service

Summarize the key points of the conversation