Blocking Objections beats Overcoming Objections?
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- Опубліковано 15 кві 2014
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Sales Influence Workshop on Blocking Objections versus Overcoming Objection. This workshop is an overview of how to sell to today's educated buyer. Topics covered: Influence is everywhere, Blocking Objections and more. For more sales training tips go to www.VictorAntonio.com.
Recorded: 2008 - Навчання та стиль
Don't get me wrong, I love Grant Cardone, but you by far answer the most technical questions and are able to stay on track and have tremendous structure in your videos, which I love so much. Thank you Victor!
Excellent presentation on how to handle sales objections. Thanks for posing this.
This video is gold :-) VA
can't believe how long it took for the audience to get it ...
This works!!! A have a very good friend who is one of the top 5 sellers of supplemental rental car insurance in the USA. He uses this technique. He crushes with this. It also helps if you believe in the value of the product or service you are offering. I have been with this guy and seen people leave the rental car office and come back in and get the insurance before they drive off. Absolutely amazing!!!
Here's one of my workshops on how blocking objections trumps overcoming objections. #overcomingobjections #salestips #closethesale
strong stuff, vic. objection prevention vs. objection handling. the former is the easier way to sell, yet most sales trainers and organization place the emphasis on objection handling and closing. I wonder why?
Victor - as always great content and take home message.
Solid Gold, will be using this from now on, cheers Victor.
Victor, great content. Watched all of this and there are beneficial points to implement for my technology business.
hello sir, im 19 years old and im so inspired by your videos! thank you for these gifts sir, after I become a successful entrepreneur, ill definitely mention your name on my future talks.
Thank you Bry!
how's that commitment going?
You are one my best discoveries in youtube. Thank you ,Sir Victor☺️
I love this, thank you so much for sharing. This is something any sales person who wants to succeed today in the informed buyer environment we work in, must understand and do.
I agree Nick! VA
Thank you Victor, this is very helpful.
this is BRILLIANT!!
Who’s here in 2022 ?😄 Thank you very much for sharing such a valuable content. 🙏🏽☺️🙏🏽
Wonderful lecture and concise simple presentation Victor, congrats and thank you, was really sad and dissapointed by " brain power of the trainees" and their "active participation" in your video... You have nerves of steel and soooooo much patience ...
Thank You for schooling us.
Thanks for watching! VA
Great video
Please create a series on life insurance.
THIS IS PURE GOLD
This really is...glad you appreciate it! VA
Yes sir :) Thanks a lot. Very helpful for me! And great to see you replying to reply's on videos that are old! :)
I try to keep up ;-) VA
amazing technique. please do one for life insurance!!!!
this was an amazing lecture but I was cringing for victor starting at the 35minute Mark. Way to go back and explain that to them so many different ways. Makes me think you actually care about the people you are training. 👍👏
This has helped me tenfold and its very sad to see due to this being around the hour mark so little views in comparison to the shorter vids. Gr8 training
I agree...it's a great session!
+Victor Antonio (Author- Speaker) vicyor u are a genius. I have learned so much fromyou. you such a great teacher. i wish I could afford getting directly coach by you. lol do you barter? if so im in.
The first column is the client's unstated objection. The second column is you or us bringing up the objection before they do.
Good Stuff....
Awesome I love this be it's great thank you, I sincerely thank you
how do you address when selling a commodity type item, i.e. packaging material or janitorial products, how do you block the objection, "we are happy with our current supplier"
Would this also be referred to as fronting objections? Objections that are festering in the prospects mind and answering them before they're even brought up? I learnt this from the wolf of wallstreet street but he didnt go into detail about like you do.he just said the best way to answer an objection is to answer it before its brought up..while its festering in the back of their mind,like a splinter.same concept?
I’m having a hard time understanding this.. if I said to the customer, “some customers say they have to think about this” the customer will then come back at the end and say “you’re right I have to think about it”
Something I was taught when the customer says they need to think about… tell the customer “Mr/Mrs Customer thank you so much for taking this decision seriously it shows me you really care about (insert product/something connected to product). Then you move forward to isolate by giving them choices… So tell me when you go off and think about it.. are you going to think about the product ? Or are you going to do more research on us as a company ? Then you continue from there and actually use this technique to get down to a real objection… at that point you give them a hypothetical of a future without the objection being a problem and then close them by saying ok well if I take care of said objection then let’s do business together…..
This is real chopped up version there is more to it when you break it down to role play and things like that to practice and go over it more detailed. Not saying it’s 100% the best way just something I thought I’d share! Good luck!
Highly informative video. Thank you for posting.
So this is the version of who you were before, Victor. So raw. I watch your videos today and you are different but still, charismatic, dynamic but not as much, some blunders here and there but you developed yourself quite professionally.
You should see my first speech with Toastmasters...on youtube :-)
Victor Antonio, I'll check that out. Thank you, Victor. Keep doing what you are doing. :-)
36:42 could you clarify, is this after they've raised the objection, or are you referring to objections that your anticipating based on experience/ market analysis?
I'm getting into sales still very green, just wondering do I build the objection raising into my standard pitch or do i wait for the objection first to then raise it, thanks!
Great question. Yes, objections that you anticipate based on past experiences/interactions with customers. NOTE: Never raise an objection that doesn't exist in their minds :-)
PTB, first, jot down 3-5 typical objections. Then, build the 'blockers' into your pitch. Remember, if they raise the objection it's more difficult (not impossible) to overcome.
Victor Antonio saw next day results when I found your UA-cam chanel, going to try this, first selling day of the month tomorrow, clean slate, can't wait to see those commission $$$$'s add up!
how'd it go, you crush it this month ?
Blocking objections 22:40
Yes! Powerful when used correctly! VA
Who is the audience you are teaching? are these new sales people? If you often run into this difficulty in explaining this to your audience I think it could possibly be with your labeling of the steps. Some might call it high fallutin or professionally labelled. For the lay people or to make the labelling more accessible to people being able to synthesize the information I would basically say that we are owning the objection ourselves and using 3rd party or connecting their thoughts to the masses, and then showing them the key to their own objection and neutralizing it. For easy learning, and to make it kind of like a game, state the objection before they can and then neutralize or dissolve the objection. I have always called it preventative objections instead of overcoming objections which is much more complicated. As a side note you do the same thing I do when my guests or audience isnt following. I always put the blame on myself and rinse repeat to find understanding. I actually use the same verbiage and often say I am failing you or I have failed you if I havent made this understandable. I feel like these folks in your workshop should continue on with you! I saw the beginnings of sales evolution with your audience. Future sales killers right there!!! HAHA Thanks for taking your time and sharing your passion.
by complicated I meant not in labelling but in difficulty. Like you say Victor once they say it they are committed to it. It becomes alot harder getting to thats right. Best to hope for there is a your right but im still not buying!!!
Good presentation. But to block objections or remove objections you ve got to be one step forward of what your client or customer will said.
Alejandro Vindiola Hdezvela That is right, good observation. well how would you be able to be ahead of the prospects objections within a certain industry? in my opinion, I see common objections continuously in certain industries. and if one knows these objections in there industry, you bring these up beforehand while with the prospect, and bam your seen as someone who understands them, then it's " here take my hand and show me the way sensei".
any tips for handling TIMESHARE objections?
I've never dealt with that business...that's a tough one! VA
But Victor, but Victor! How do I get around gatekeepers? It seems like every time I make a call to my target buyers, they always have gatekeepers whose job it is to keep me from ever reaching the guy with the buying power. How do I get in there, without using dodgy tactics like lying?
Jessika Farrar It's harder than ever to get through in today's world of emails and hype-competition. Strategy #1: Be authentic and persistent! Strategy #2: Get a referral by joining networks that your clients might be associated with. Best of luck!
Victor Antonio Can you explain what you meant about getting a referral by joining networks? To give you an idea of what I'm dealing with here, my target buyers are police departments and fire departments.
Jessika Farrar Sure, PD or FD are usually associated with local groups (Charities, boys & girls clubs, Veterans Associations, Chamber of Commerce, etc) For example, I participated in a Food Festival and got to know a few police officer who were also donating their time to the fair. At the end of the festival I had three new officer friends.
Victor Antonio Thanks Victor, your videos are so inspirational... just when I felt like giving up on it, you sold me on sticking with it! you the best!
+Jessika “The Drone Lady” Farrar , One technique that has served me well is to obviously research the name of the "buyer" first. When I get to the gatekeeper, I will confidently state "Mike james, here to see John smith..", they then ask "what it is about?", to which I reply "it's about "John smith"", they then get up to lead you in and open the door, saying "mike james to see you, mr smith", and before he can say anything shes gone and im in. when he asks what I am there for, i'll introduce myself again as well as the company I represent, before stating that I would like 5-20 minutes of his time to have a quick talk, since I am a big fan of his work. he'll asks what I want to talk about, to which I always say "let's talk about you, mr smith". it then gives me an intro to start qualifying and building rapport, in order to know what I am going to sell him and what reason I will use to invite myself back.
Sound is not clear :(
+mike_nyc I know...sorry :-( But still, great content!!! VA
yes, I love your content. I have been watching all videos :) You keep me pulled in to your videos while I watch them. I have tendency to drift in thoughts while i watch videos like this but your videos are different.
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Presenter Spotlight
Led by Victor Antonio More than 20+ Experienced speakers will speak during WSC 2018. Other Trainers and Speakers are :
1. Deogratius Kilawe Managing Director Mikono Speakers International
2. Richard Mulvey-Partner Niche Training SA,National President Professional Speakers Association of southern Africa
3. Vusi Thembekwayo- Managing Director Rain Maker South Africa
4. Dr Wale Akinyemi-Chief Transformation officer Power Talks Africa
5. Adebowale Atobatele-General Manager Dun Bradstreet Credit Bureau
6. Norman Moyo-Executive Director Econet South Africa
7. Arif Sheikh- Chairman and Managing Director of Quality Group
8. Edwin Bruno Founder and Managing Director of Smart Codes ,
9. Aashiq Shariff Managing Director Raha Liquid Telecom ,
10. Nehemiah Mchechu Director General National Housing Corporation
11. Charity Githinji-Managing Director Tandaza
12. Eng. Felchesmi Mramba Former Managing Director TANESCO
13. Oscar Emetuei Director at Billion House Consult South Africa
14. Dr Wale Akinyemi- Managing Director Power Talks Worldwide
15. Oltesh Thobias- Regional Chief / Procurement Specialist African Development Bank
16. Mohammed Dewji- Chief Executive Officer Metl
17. Vanessa Mdee-Musician From Tanzania to the world Brand
18. Gift Shoko Chief Executive Officer -CBA Bank Tanzania
19. Bhakti Shah- Managing Director ImpactAfya
20.Antony Luvanda-MD-Home of Events
If you are in to mind games and forgot that people can and have boundaries and can move on and be a bad ass somewhere else then I guess Victor is your looser to follow. THINK