Sales Drill- Objection Handling

Objection Handling
Although prospect objections during the sales process are quite common, many sellers are unprepared and uncomfortable in dealing with them. Lack of comfortability in handling objections does not have to be the case, as most objections are quite predictable and will focus on 3 main areas: Product, Price, Support. There are several ways to handle the objections you receive from your prospects (i.e. Feel, Felt, Found, or Identify, Quantify, Relate, Isolate, etc.), and for more information on the different ways to handle objections and how to uncover the prospect’s “true” objection, please visit www.salescoachingresource.ning.com. For purposes of this selling drill, we will assume that you know the basics behind objection handling, and have already generated answers to all possible prospect objections.
What you will need:
• Index cards with prospect objection on one side, and objection answer on the back (you should have several cards completed)
• 1 or more partners with the index cards split evenly among them
The Drill: This drill can be completed while seated or standing. You will sit or stand opposite your partner(s), and they will give you an objection from the prepared index cards. You will then answer that objection while maintaining direct eye contact with the partner who had the objection. Your partner will then check your answer based on the answer-side of the index card. If correct, then the next objection is read by the partner. If you have several partners for this exersize, they will go in order after the last partner in rotation, asking you the objection and checking your answer. Your partner(s) will be checking for eye contact and your body language as well as the proper answer to the objection.
You can only move forward to the next objection if you:
• Maintain direct eye contact while answering the objection
• Do not slouch, shift in your seat, or look down while answering the objection
• Use your hands to while answering the objection
• Answer the objection exactly as it is written on the index card (without assistance)
You should instruct your partner(s) to NOT let you slide with any part of answering the objection. No matter how small the “infraction”, you must not be allowed to move to the next objection, until you have properly completed the previous objection.
Time: 20-45 minutes, depending on the number of objections.
How this helps you sell more: As previously discussed, a prospect should rarely give you any objection about your product, price, or support that you are not well-prepared to confidently answer. If a prospect gives you a basic objection, and you are not able to answer it immediately and confidently, or you appear to be uncomfortable with your own answer, or don’t have one, your chances of selling to that prospect will dramatically decrease. We should always welcome objections, because they help us move the selling process forward and allow us to better understand our prospect’s buying criteria. The time to learn how to handle objections is BEFORE your meeting with your prospect, not during. You only get better at handling objections by consistent practice.