Objection Handling

Summary

The 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.