PoPS_MODULE 6 NOTES (OFFLINE)
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Ashworth College *
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G02.V.10.1
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Law
Date
Jan 9, 2024
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docx
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Module 6
Module Introduction
The Foundation of Sales Relationships
Welcome to Module 6 of G02 - Principles of Professional Selling.
If you accept objections as a challenge that, when handled correctly, benefit both your prospect and you,
then you will gain personal satisfaction from your job and increase your salary.
Techniques to overcome
objections include planning, forestall, handle complaints as they arise, and be positive.
The six major
categories of objections are hidden, stalling, no-need, money, product, and source.
An advance idea
about how you handle these objections will help you become a better salesperson by improving your
image as a problem solver.
This lesson will describe how to use techniques for overcoming objections.
Once you have confirmed overcoming an objective, immediately go to the next SELL Sequence step.
If everything has been done to develop a sales presentation, closing the sale properly is the next step in
a logical sequence.
It is best to attempt to close the sale in the conviction stage of the mental buying
process.
To help others by selling your product, you must be able to use multiple closes. This lesson will
review 12 keys to a successful closing, as well as numerous closing techniques.
The use of a multiple-
close sequence combined with methods to overcome objections enhances your chances of making a
sale.
At the conclusion of this module, you should be able to:
Explain why you should welcome a prospect's objections.
Describe what to do when objections arise.
Discuss seven points to consider in meeting a prospect's objections.
Explain six major categories of prospect objections, and give an example of how to handle each of them.
Present, illustrate, and use in your presentation several techniques for meeting prospect objections.
Describe what to do after meeting an objection.
Explain when to close.
Describe what to do if your prospect asks for more information, gives an objection, or says no when you
ask for the order.
Explain why you must prepare to close more than once.
Discuss the 12 keys to a successful close.
Present, illustrate, and use several techniques for closing the sale in your presentation. Construct a
multiple-close sequence.
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