HANDLING OBJECTIONS / MENANGANI PENOLAKAN KONSUMEN

Summary

In this video, the speaker shares effective methods for handling consumer objections during sales presentations. Three key approaches are discussed: the Reverse Method, where you acknowledge the consumer's concerns and highlight the product's benefits; the Admit Method, where you agree with the concern and offer an alternative solution; and the Found Method, which empathizes with the consumer while sharing how others have benefited. The video aims to equip marketers with strategies to overcome rejection and strengthen their sales techniques.

Takeaways

• 😀 Handling objections is a critical part of the sales process, especially when presenting products to consumers.
• 😀 The script introduces three effective methods to handle consumer objections: Reverse Method, Admit Method, and Found Method.
• 😀 The Reverse Method involves acknowledging the consumer's objection and explaining the benefits of the product in response.
• 😀 An example of the Reverse Method: If a consumer complains about the high price, you can explain that the product offers high resolution to meet their needs.
• 😀 The Admit Method involves agreeing with the consumer’s objection and offering a solution or alternative.
• 😀 An example of the Admit Method: Acknowledge the price issue but emphasize that the product’s high resolution meets the consumer's specific needs.
• 😀 The Found Method involves empathizing with the consumer’s concern by sharing similar experiences from other consumers who have benefitted from the product.
• 😀 An example of the Found Method: If a consumer complains about the price, explain that others had similar concerns but found the product to be highly beneficial after use.
• 😀 The key to effective objection handling is showing understanding and offering solid solutions that align with the consumer’s needs.
• 😀 By using these methods, salespeople can turn objections into opportunities and build trust with consumers.
• 😀 The video aims to help marketers better handle consumer objections and improve their personal selling techniques.

Q & A

What is the main topic of the video?

The main topic of the video is about handling objections during the sales process, specifically how to deal with consumer rejection.

What are the three methods for handling objections mentioned in the script?

The three methods for handling objections are the Reverse Method, Admit Method, and Found Method.

How does the Reverse Method work in handling objections?

In the Reverse Method, you acknowledge the consumer's objection and then explain the positive aspects of your product that address their concerns.

Can you give an example of how the Reverse Method is applied?

An example is when a consumer objects to the high price of a product. You can respond by acknowledging the price and then explain the high resolution of the product that meets the consumer's needs.

What is the goal of using the Admit Method in sales?

The goal of the Admit Method is to agree with the consumer’s objection, showing empathy, and then offer an alternative solution or benefit to address their concern.

How does the Admit Method differ from the Reverse Method?

While the Reverse Method focuses on explaining the product’s benefits after acknowledging the objection, the Admit Method agrees with the objection and offers an alternative solution.

Can you give an example of the Admit Method in use?

If a consumer complains about the price being high, you can agree that the price is high but emphasize that the product offers high resolution, which justifies the cost for the consumer.

What is the purpose of the Found Method?

The Found Method focuses on empathizing with the consumer by acknowledging their feelings and then sharing the experiences of others who have had similar concerns but found value in the product.

How can you apply the Found Method when dealing with objections?

You can share an example of another consumer who had the same objection about the price but ultimately found the product’s benefits valuable after using it.

Why is empathy important in handling objections during sales?

Empathy is important because it helps build trust with the consumer, showing that you understand their concerns and are committed to providing a solution that works for them.