Please enable JavaScript.
Coggle requires JavaScript to display documents.
Jeegar Parekh - Objection Handling Video, Objection Handling - 6 Tips, To…
Jeegar Parekh - Objection Handling Video
Objection Handling - 6 Tips
1. Here the objections completely
Listen
Pause
Smile, then talk
Never interrupt
2. Ask for elaboration
Can you please elaborate?
Can you explain your concern in detail?
3. Compliment for asking
That's a valid question. I am happy that you asked
4. Be objection centric
Talk only what is needed to handle the question
You may say a lot but you are not required to say a lot
5. Make them feel important
Always be impressed
Grab every opportunity to make them feel important
6. Be agreeable
Don't defend
Winning clients vs winning arguments
To grow in life
Continuous learning
Take action
Keep practicing
Practice makes a man perfect
Commitment
How committed are you?
Objection - Fixed Returns / Safety First / Guarantee
Step 1. Be agreeable
"You are right. Safety is the most important. One must not compromise with safety for higher returns."
Even Warren Buffett has two rules to money management: 1) Never lose money, and 2) Never forget rule no. 1
Don't talk about return when an investor is concerned about safety
Step 2. What is safety?
Safety of money?
Market Risk
Safety of value of money?
Inflation Risk
Example - Is Rs 100 kept in a locker for 10 years, safe from the perspective of value?
No. Its value will depreciate
Why?
Inflation Risk
Step 3. Start explaining the risk of inflation
Show an old petrol/food bill easily available on Google of yesteryears to highlight the rise in price today
If you had invested the money
Value today = Expenses
Neither poor nor rich
Value today < Expenses
Poor
Step 4. Don't you think the real life inflation is more than the published number
Ask the client the list of goods which were a luxury earlier but are a necessity today
Basic inflation and lifestyle inflation
Earn at least an amount which is equal to the inflation rate
Rule 72
Given the inflation rate, how many years it will take to double the expenses
As an assumption - you may take 5 years
Important Points
Communication Skills
How you say something is more important than what you say
Non-verbal - 93%
Body Language - 55%
Voice Modulation & Tone - 38%
Verbal - 7%
Always Remember...
Objection = Opportunity
No Objection = No Interest
No Interest = No Sales