How To Overcome Any Sales Objections - Best Sales Objection Handling Techniques

Summary

In this sales training video, Patrick Dang introduces a three-step framework to effectively handle sales objections. He emphasizes understanding the prospect's perspective through empathy, delving deeper to uncover the true reasons behind their hesitation, and reframing the conversation to guide them towards a purchase decision. A live role-play illustrates the process, demonstrating how to transform objections into opportunities for sales success.

Takeaways

• 📚 The video teaches a three-step framework for handling sales objections.
• 🤔 A sales objection is a reason why a potential buyer is hesitant to purchase a product or service.
• 🔍 The source of sales objections often comes from unaddressed topics during the sales meeting.
• 👂 Emphasizing the importance of uncovering the truth behind a prospect's reluctance to buy.
• 💡 Viewing objections as opportunities to assist the customer in making a purchase, rather than as barriers.
• 📝 The three-step framework consists of empathize, get to the truth, and re-frame the conversation.
• 👥 Empathizing involves understanding the prospect's perspective and building trust.
• 🔑 Seeking the truth means probing deeper into the real reasons behind the objection.
• 🔄 Re-framing involves changing the conversation's perspective to see objections as chances to educate and assist the customer.
• 🎥 The video includes a live sales role-play to demonstrate the framework in action.
• 📈 The role-play shows how to navigate a common objection by scheduling a call with the decision-maker.
• 📚 Patrick Dang offers free training on selling techniques, accessible through the video description.

Q & A

What is the main purpose of the video?

The main purpose of the video is to teach viewers how to handle sales objections using a three-step framework and to demonstrate the framework through a live sales role-play.

What is a sales objection according to the video?

A sales objection is a reason given by a potential customer for not wanting to purchase a product or service.

Why is it important for a salesperson to uncover the truth behind a sales objection?

It's important to uncover the truth behind a sales objection to remove any blockers and help the potential customer make a purchasing decision.

Where do sales objections typically come from, as mentioned in the video?

Sales objections typically come from aspects of the product or service that were not discussed during the sales meeting.

How should a salesperson view sales objections according to the video?

A salesperson should view sales objections as opportunities to help the customer buy, rather than as negative responses.

What is the three-step framework for handling sales objections presented in the video?

The three-step framework for handling sales objections is empathize, get to the truth, and re-frame the conversation.

Why is empathy important in the first step of the framework?

Empathy is important to understand the prospect's perspective, make them feel heard, and build trust and rapport.

What does 'getting to the truth' in the framework involve?

Getting to the truth involves diving deeper into the objection to understand the real reason behind the customer's inability to make a purchase at the moment.

What is the purpose of 're-framing the conversation' in the framework?

Re-framing the conversation aims to change the perspective on objections from a hindrance to an opportunity to educate the customer and facilitate a purchasing decision.

How does Patrick Dang demonstrate the three-step framework in the role-play?

Patrick Dang demonstrates the framework by empathizing with the prospect's need to think about the decision, seeking the truth about the need for approval from the boss, and re-framing the conversation by suggesting a meeting with the boss to address any concerns directly.

What is the additional resource Patrick Dang offers at the end of the video?

Patrick Dang offers a free training on how to sell anything to anyone, which can be found in the link in the video description.