HANDLIN

G
OBJECTI
ON
 HANDLING OBJECTIONS KEYWORDS

“Unsure You
“Cost Vs
“Trustworthy” are Meeting
Benefit”
their Needs”

“Bad “Proof of “Risk

Experiences” improvement” reducation”
SMA N 1
ACT CILACAP
HANDLING OBJECTIONS

• Objections Are Expressions Of Interest

• Real Objections Versus False Objections
• The Best Way To Recognize False Objections Is By
Observing People’s Reactions After You Give Them With
Solid Answer
• Never Arque With Your Customers
• Ask Questions – Clarify – Empathy
• Answer The Objections And Close The Sales
• Overcoming The Six Most Commong Objections
 THE OBJECTIONS HANDLING MODEL

CLARITY analyze Neutralize Influence

Acknow Ask Answer the

Listen ledge/ Confirm
questions summarized questions
empathy agreement

Neutralize

Probe to uncover Go back to big – Introduce new

Show empathy,
additional picture objective ideas and solution
not sympathy
information

SMA N 1
ACT CILACAP Overcome
Objections
HOW TO HANDLE OBJECTIONS

The Six Most Common Objections

• “I Cant’t Afford It” – Price Objections
• “I Want To Talk It Over With My Spouse/Partner”
• Who Is The Decision Maker
• “I Have A Good Friends In The Business“
• “I Want To Shop Around”
• “Leave Me Some Notes/Brochure, And… I’ll Get Back To
You”
• “I Don’t Want To Buy Your Product Because…”
HOW TO HANDLE BUYER’S
REMORSE
• Remember To Say “Thank You!”
• Remember To Say “Congratulations!”
• Remember To Say “You Sure Are Lucky…”
• Don’t Take The Money And Run
• Get Your New Customer Involved Immediately
• Ask For Referral Clients (Family,friend,etc)
• Quick Follow-up – After Sale Service
 AFTER THE SERVICE

• Memberikan bantuan “bebas tarif” untuk informasi aktivasi utilitas dan

moving-in
• Pembeli/penyewa property biasanya adalah orang baru di lingkungan itu
sehingga bantuan anda akan meringankan berbagai hal baginya.
• Berikan bantuan Cuma-Cuma sepanjangan masih dalam batas hubungan
bisnis yang terukur dan dalam batas kemampuan anda.
• Memberikan komitmen “I’m with you”
• Pastikan anda meninggalkan kartu nama dan jadikan diri anda orang yang paling
mudah dihubungi.
• Hubungan intensif biasanya terjadi dalam 60 hari setelah closing, setelahnya anda
dapat melakukan farming untuk bisnis masa depan atau referral darinya.
• Farming untuk bisnis masa depan
• Ketahui dari pentingnya : ulang tahun (birthday), ultah perkawinan (anniversary)