Buyer and Seller Relationship

• The foundation of a successful Buyer and Seller relationship is Trust.

• Here is how you build your Trust:

1. Know your Product & Service.
2. Research and understand your buyer.
3. Don’t use aggressive tactics always.
4. Listen thoughtfully and carefully.
5. Maintain your integrity, credibility, reputation and character.
The Presentation and the Sales
Call
• Preparation:
1. LinkedIn
2. Check with Peers
3. Research your Product

• Understanding Objections:
• Objections are concerns, hesitations, doubts, or other honest reasons a
customer has for not making a purchase. Objections give you an opportunity to
present more information to the customer.
• Excuses are insincere reasons for not buying or not seeing the salesperson.
A Plan to Handle Objections:
• Knowing What to Anticipate.

• Handling Objection TIPS:

1. Take a deep breath and gather your thoughts.
2. Ask follow up questions to get clarity.
3. Be confident with your response
4. It’s OKAY to disagree with a misguided Objection.
The BIG FIVE Objections:
1. MONEY
2. I AM HAPPY
3. DECISION IS NOT MINE
4. FEATURES AND BENEFITS
5. NOT NOW
1. MONEY : Price or Budget
ANTICIPATE Pricing and Budget Objections.

• Get more Information

• Focus on the value of the Product.
• Be careful with the negotiation tactic.
2. I AM HAPPY – Don’t want to
change
• Focus on Solution on the financial benefits and ease of
implementation.
• OUTLINE the top 3 differences in your Product and the competition.
• Show how other Companies are HAPPY with your Product.
• Show you can make the change PAINLESS
3. Decision Making Process:
• Know their buying process
• Understand the type of Customer you are calling.
• Ask the Byer to make an introduction for you to Decision makers
• Ask to present your Offering directly to others.
• Ask your buyer for assistance to meet the decision maker.
4. Features Benefits and Trust
• Trust & Credibility
• Know your Customer
• Know your Competition
• Features and Benefits
5. No thanks, I’ll get back to you
• INVESTIGATE – Buyer might be hiding the real objection.
• Psychological Objections:
1. Personal Reasons
2. Had a bad experience with your Organization
3. Does not trust you/your Organization
4. Buyer wants to vent out frustration
Some of the many others &
Summary:
• Gather your thoughts.
• Give yourself time
• Clarify with more questions

• The 4 STEPS Process to Handle Objections:

Acknowledge
Listen
Acknowledge
the Restate
Restate Answer
Answer
Listen the the the
Carefully
Carefully Customer's
Customer's the the
Objections Objections
Objections Objections
Objections
Objections