Objection Handling

PlanetSpark Training

1 Mar 202407:48

Summary

TLDRThe video script discusses the importance of object handling in sales and customer management, emphasizing the need for salespeople to master objection handling and project expertise in their field. It highlights the significance of establishing a dominant position and using relational power to build a strong rapport with customers. The script also touches on the benefits of public speaking and the ability to project oneself as an expert, which are crucial for a successful sales journey. Additionally, it mentions a course offering and its pricing structure, suggesting flexibility in payment options to accommodate different needs.

Takeaways

😀 The speaker emphasizes the importance of handling objections in sales, suggesting that it's crucial for a counselor to master objection handling to become an expert in public speaking and understanding concepts.
🏆 The transcript mentions Bill Gates and Sachin Tendulkar as examples of individuals with global status, highlighting the significance of expertise and knowledge in their respective fields.
💡 When meeting a customer, projecting oneself as an expert and demonstrating knowledge in public speaking can help establish a dominant position and build trust with the customer.
📈 The speaker discusses the concept of 'power' in sales, including expert power, relational power, and transactional power, and how combining these can effectively handle any objection.
🎯 To be a successful counselor, one must be a professional public speaker and be able to adjust their approach based on the customer's needs and concerns.
👥 The importance of establishing a rapport with the customer is stressed, as it helps in utilizing the power of relationship and transaction to handle objections effectively.
📝 The transcript outlines a course or program that is being discussed, with a detailed fee structure for a 12-month period, indicating a structured approach to learning and development.
💰 A discussion on payment options is presented, including a one-time payment and monthly installments, showing flexibility in the course's financial arrangements.
🤔 The speaker addresses concerns about the course's fee, suggesting that the investment in learning will pay off by boosting confidence and expertise, which in turn will improve the counselor's performance.
🗓️ Time and flexibility are highlighted as important factors in the course, allowing participants to learn at their own pace and adjust according to their schedules.
👶 The transcript includes an analogy about a child's hesitation, comparing it to a counselor's approach to learning and how overcoming small obstacles can lead to significant improvements over time.

Q & A

What is the main topic discussed in the script?
-The main topic discussed in the script seems to be about handling objections, establishing dominance, and the importance of expertise in public speaking and sales.
Why is it important for a counselor to master objection handling?
-It is important for a counselor to master objection handling to become an expert in their field, sound like a public speaker, and better understand the concepts being discussed, which helps in establishing a dominant position over the customer.
What is the significance of Bill Gates and Sachin Tendulkar being mentioned in the script?
-Bill Gates and Sachin Tendulkar are mentioned as examples of individuals with global status and expertise in their respective fields, which serves to illustrate the power of expertise and position in influencing others.
How does the script suggest one should project themselves when pitching to a customer?
-The script suggests projecting oneself as an expert and using data and knowledge to establish a connection with the customer, which helps in handling any objections effectively.
What are the three powers mentioned for a counselor to be successful?
-The three powers mentioned for a counselor to be successful are expertise power, relational power, and the ability to establish a great rapport with the customer.
What is the strategy for handling objections mentioned in the script?
-The strategy for handling objections involves using expertise and positional power to project oneself as an expert, understanding the customer's concerns, and addressing them with confidence.
How does the script relate to the concept of 'nesting' in the context of objection handling?
-The concept of 'nesting' in the script refers to starting to address the customer's concerns and objections in a way that builds upon each point, similar to how a bird builds its nest.
What is the importance of establishing a 'dominant position' as discussed in the script?
-Establishing a 'dominant position' is important as it allows the counselor to guide the conversation, influence the customer's decisions, and successfully handle objections.
How does the script suggest utilizing the power of 'expertise' in objection handling?
-The script suggests utilizing the power of 'expertise' by demonstrating knowledge in public speaking and understanding the data field, which helps in convincing the customer and overcoming objections.
What is the final fee structure discussed in the script for a particular course?
-The final fee structure discussed in the script for a particular course is INR 8450 for 12 months, and after the scholarship, it is provided at INR 5905, which is for INR 5895 for 12 months after the scholarship.
What are the payment options discussed in the script for the course?
-The payment options discussed in the script include a one-shot payment and a monthly basis, allowing flexibility for the customers to choose according to their convenience.

Outlines

00:00

📘 Objection Handling and Expertise in Public Speaking

This paragraph discusses the importance of objection handling in a counselor's journey. It emphasizes the need for counselors to master objection handling to become experts in their field. The speaker uses examples like Bill Gates and Sachin Tendulkar to illustrate the point that expertise and a commanding presence are crucial for establishing authority over customers. The paragraph also touches on the concept of 'three powers' which include expertise power, relational power, and transactional power, suggesting that these are essential for a counselor to be successful.

05:00

🗣️ Time, Flexibility, and Overcoming Hesitation

The second paragraph delves into the topic of time management and flexibility when learning new things, particularly for children. It addresses concerns about the cost of education and the value it provides. The speaker reassures that the investment in the school will boost confidence and cover the costs over time. The paragraph also touches on the psychological aspect of hesitation and how simple examples, like a child's hesitation to remove a bandage, can illustrate the point that addressing concerns directly can help overcome hesitation and build confidence.

Mindmap

Keywords

💡Objection Handling

Objection handling is a critical skill in sales and communication, where one must address and overcome potential concerns or barriers that may prevent a customer from making a purchase or agreement. In the video's context, it seems to be a central theme, as the speaker discusses how to manage objections in a sales scenario, emphasizing the importance of being prepared to address them effectively.

💡Public Speaking

Public speaking refers to the act of addressing an audience in a formal setting. It is a skill that the speaker in the video mentions as essential for establishing oneself as an expert and for effectively communicating with customers. The script mentions the need for a counselor to master public speaking to project expertise and knowledge.

💡Expertise

Expertise denotes a high level of skill or knowledge in a particular area. The video script emphasizes the importance of projecting oneself as an expert in one's field, especially when dealing with customers or clients. Expertise helps in establishing credibility and trust, which is vital for successful sales and counseling.

💡Bill Gates

Bill Gates is mentioned in the script as an example of someone who holds a global status but is also a remarkable figure in the field of data. The speaker uses him as an example to illustrate the concept of expertise and the idea that even the most successful individuals continue to learn and adapt.

💡Cricket Legend

The term 'Cricket Legend' is used in the context of Sachin Tendulkar, who is referred to as a remarkable personality in the field of cricket. His expertise in the sport is highlighted to exemplify the importance of mastery in one's domain, which is a key message in the video regarding excelling in sales and counseling.

💡Sales Pitch

A sales pitch is a persuasive presentation intended to convince potential customers to purchase a product or service. The script discusses the importance of projecting oneself as an expert during a sales pitch, which can help in establishing a dominant position and winning over customers.

💡Positional Power

Positional power refers to the authority or influence one has due to their position or role. In the video, the concept is discussed in the context of establishing a dominant position over customers, which can be achieved through expertise and effective communication.

💡Relational Power

Relational power is the influence one gains through building relationships. The script touches on the importance of relational power in sales, suggesting that building strong relationships with customers can lead to greater success in sales and counseling.

💡Expertise Power

Expertise power is the authority one has due to their specialized knowledge or skills. The video script emphasizes the significance of expertise power in establishing a professional presence and gaining the trust and respect of customers.

💡Sales Techniques

Sales techniques encompass the methods and strategies used to persuade customers to make a purchase. The video discusses various aspects of sales techniques, including objection handling and the importance of expertise, which are essential for a counselor to master in order to be successful.

💡Customer Relationship

A customer relationship refers to the connection and interaction between a business and its customers. The script highlights the importance of managing customer relationships effectively, using examples such as understanding customer hesitations and building confidence to ensure a successful sales process.

Highlights

Importance of handling objections in three-word dates emphasized.

The necessity for counselors to master objection handling to sound like an expert in public speaking.

Bill Gates and Sachin Tendulkar are mentioned as examples of individuals with global status and expertise in their fields.

The concept of establishing a dominant position in the field due to expertise in data.

Meeting customers and pitching products requires projecting oneself as an expert with knowledge in public speaking.

The power of relational power and the importance of establishing a rapport with customers.

Combining different types of power to handle any objection effectively.

The journey of a counselor and the importance of expertise in objection handling for success.

The role of professional public speaking in establishing credibility and dominance over customers.

The course fee discussion and the comparison with the normal course fee, indicating a special offer.

The option of one-time payment or monthly installments for the course, providing flexibility.

The importance of discussing the course fee and addressing any concerns directly with the customer.

The mention of a certification in child psychology and the relevance to the discussion.

An analogy used to explain hesitation and how it can be overcome over time.

The discussion on the investment in the school and its potential to boost confidence and quality.

The importance of time and flexibility in managing various tasks and commitments.

The final fee for the course over a period of 12 months and the different payment options available.

The discussion on the school's fee structure and the comparison with other institutions.