What Is Objection Handling?
An objection handling means responding to the buyer in a way that changes his mind about the concerns he have about buying your service.
Why Sales Objection handling is important aspect to take care of?
The longer your buyer holds on his opinion, the stronger that opinion usually is and it sometimes ends up with a brush-offs. As a sales representative, it is harder for you because you’ll have to fight to it, to combat it.
Selling only to those who raise no sales objections is not wise. There are efforts, time and money invested by your company and marketing team into attracting leads, converting them to prospects and arranging the sales process.
So, you have to try to lead the process to make the sale.
What are the type of objections you mostly receive from an event organizer?
In general, the factors affecting sales objections are Need, Time, Price, and Source. The most common replies would be-
Need-Based Replies:
Why do I need yours when I have main?
I am currently satisfied with the current supplier?
Why do I need it? I am skeptical about this plan?
It won’t work for our business.
Time-Based Replies:
It takes time for me to decide.
This time, It’s No!.
Maybe next time.
I will contact you later.
Price Based Replies:
It’s expensive, I can get cheaper online.
It’s out of our budget.
I don’t like your packages.
Source-Based Relies:
You are just a beginner.
I don’t need you. I have bigger ones than yours.
I read some bad comments about your company.
I don’t actually see you online more engaging.
I doubt about your turn around and ROI I get from yours.
How do you handle these sales objections?
The simple technique to follow is LAER model: Listen, Acknowledge, Explore, Respond.
Listen to your prospective:
Allow him to give reasons for rejecting your proposal. Try to dig into the underlying reasons and explored their rationale rather than giving a knee-jerk response.
Acknowledge the reasons and agree to some extent:
Welcome objections. And try to post questions tactfully about the performance of sales and marketing they have already implementing.
Some of them could be:
"What is the success rate of your CME event marketing methodologies you are presently implementing? Why?"
"How confident do you feel about your present CME event promotions would go? Why?"
"Are there anything that is bothering you in promoting your CME events?
" Do you get right response within the time?"
Make him explore your marketing methodologies, website, success stories?
Success stories are key points to build trust. Showcase them with the Unique selling points you have in marketing and promoting. Numbers show your net-worth.
Portrait yourself a learner and continuous achiever. It is observed that a learner would have a burning spirit to win.
Respond him gently and proactively.
You never no from where and when a sale can be generated. It is important to respond him on time and every time with proper information on your fingertips. Make sure you have all your presentations ready. Just in case, wanted to present them again. It is extremely important to recap the last conversation you had with the CME Event organizer.
eMedEvents Corporation provides an online database of medical conferences, events, organizers, and professional speakers for doctors. Its network of medical conferences, events, and professionals include hosted conferences, live conferences, and healthcare professionals. The company offers services in various specialties, including internal medicine/general medicine, family medicine, radiology, healthcare management, dentistry, cardiology, emergency medicine, oncology, psychiatry, surgery, anesthesiology, neurology, pediatrics, orthopedics, and obstetrics and gyne; and medical speaker's profiles. It also provides medical news on various specialties.