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In today’s video I will talk about how to overcome objectives in your sales job. This video will be broken into two parts, part 1 is pricing/negotiation objections and part 2 is common objections you get while cold calling. An objection is an expression or feeling of disapproval or opposition; a reason for disagreeing.
Our natural inclination as humans is to reduce tension, not seek it out
This is why it can be uncomfortable at times to discuss money with your customer or push them on info
The first principle in Negotiation is that you need to take control. Here is an example line you can say
“I understand that price is something we need to address, but before we do, I’d like to take a moment to make sure I completely understand your needs - so we can make sure we’re doing everything we can do to make this deal as valuable as possible for you. Is that all right?
-the rep has promised closure and opened discussion
What else besides price matters?
-lead them into other value points
“What are you looking to achieve with a 20 percent price reduction? “
Being willing to talk away.
Common cold call objections:
“I'm too busy right now.” ...
“Just send me some information.” ...
“We already have something in place.” ...
“We don't have the budget for anything.” ...
Objection Handling Techniques TO WIN The Business
0:00 cold intro
0:52 objection handling techniques
4:46 pricing negotiating story
6:19 “I’m too busy”
7:26 “just send me info”
9:21 “we already have something in place”
10:58 “no budget”