OPEX Business

Systems
Lesson Fifteen
Objection Handling
What we’re covering today
• Step 7: Objection handling
 The AUTO-CLOSER 7.5 ®

Step Sales
• Step ½: Pre-qualification
System
• Step 1: Rapport building
• Step 2: Probing & discovery questions
• Step 3: Identifying customer needs
• Step 4: Building the problem
• Step 5: Presenting the solution
• Step 6: Closing the sale
• Step 7: Objection handling
Step 7: Objection handling
• When someone says no, what are they
really saying?
– “I don’t trust you”
– “You haven’t shown me that I have a problem”
– “You haven’t removed the risk from my
decision”
– “You haven’t proven that you can help me”
– “I’m not convinced yet”
– “I’m scared! I need you to help me feel more
confident that I can actually reach my goals”
Where do objections come
from?
• Objections come from missing one of the
previous steps in the sales process
• The only objection that CAN’T be
overcome is not being able to afford it
(pre-qual)
• The biggest bang for your buck comes in
mastering the first six steps, BUT you still
need to be ready to handle objections
• Mastering this will build your confidence! In
selling, confidence is everything.
The most common objections
• “That’s too expensive”
• “I’ve got to think it over”
• “I’ve got to speak with my husband/wife”
• “I’d like to just try this for a bit and see
how things go”
The 5 step objection handling
process
1. Listen (never interrupt)
2. Question the objection
3. Answer the objection
4. Confirm the answer to remove the
objection
5. Ask for the sale again
The 5 step objection handling
process
Let’s take a look at the objection
handling worksheet!
 Action steps
1. Role play objection handling at least 10
times or until you can handle the most
common objections from memory
 What’s next?
Lesson 16: Post consult actions