E6 - B2B Handling Sales Objections - The Rule of 3 - Public

GET TO YES by Listening, Not Telling with Neil Osborne | Selling in the Hair, Beauty and Body Industries

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6y ago 12:01

MP3•Thuis aflevering

Neil opens this episode with the question that he gets asked most, by B2B salespeople (or those people that are selling products to Salon Owners – be it beauty salons, skin clinics and/or hairdressing salons). That question is “How do I handle sales objections?”

Neil shares his Rule of 3, which covers Public, Personal and Private objections. He also discusses which objections you need to ignore and which ones you need to ask more about.

In this episode you’ll learn:

A clear definition of what a sales objection is
How to handle a sample sales objection, such as “We have heaps of retail and we don’t need anymore.”
How unskilled sales people bash away at that first ‘public’ objection, with no success
You’ll be introduced to the Rule of 3
An explanation of the three types of sales objection you’ll face – Public, Personal and Private
Learn that in most cases, the first sales objection is a fob-off or an excuse
How to respond and handle that initial ‘public’ objection
Key questions to ask to gather more information
Practicing questioning skills

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#Business #Neil Osborne | The Sales Catalyst #B2B Expos