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Coaching the Buying Cycle - Asking for the Sale & Resolving Objections
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Last Updated
8th of October, 2008
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Asking for a Decision
A sale needs to have a logical conclusion that the sales person leads the client to.

Look Out For:
  • People with a lot of presentations and no sales.
  • People that get a lot of objections like “I want to think about it”.
  • People that keep jumping from one product to another during their presentation and that never seem to bring it to a conclusion.
Coach:
  • Ask them to tell you how and when they ask the client for a decision. They should have a plan.
  • If they do not, review confirmation questions with them as well as some language on how to ask the client to make a decision.

Resolving Objections
  • Despite our best efforts there will be times when a client says they do not want to buy for one reason or another.
We need to have a plan on how to respond to common objections we know some clients will have.

Look Out For:
  • People that are doing everything right (i.e. interview, presentation, adding value, asking for the decision) but still get clients leaving with common objections like:
    • They want to think about it
    • They want to talk to their spouse
    • They want to shop around
    • They don’t like your rate.
Coach:
  • Ask them to tell you how they respond to these common objections.
  • If they do not know what to say review the steps to resolving an objection.
  • Have them role play these responses until they sound comfortable and confident.
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