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How To Overcome Any Sales Objections - Best Sales Objection Handling Techniques 2024
Dec 5, 2024
Discover the ACERS framework to tackle sales objections with humor and practicality. Learn how to foster acceptance and active listening for smoother conversations. Explore strategies to target high-ticket clients and delve into the dynamics of in-house recruitment preferences. Enjoy a playful team challenge that emphasizes the importance of communication, all while sharing expert insights to empower your sales journey.
14:49
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Quick takeaways
- The ACERS framework provides a structured method for handling objections in sales by guiding through Acceptance, Clarifying, Exploring, Redirecting, and Summarizing.
- Active listening and genuine curiosity are crucial in transforming customer objections into collaborative discussions that lead to tailored solutions.
Deep dives
The ACERS Framework for Handling Objections
The podcast introduces a systematic approach for addressing objections in sales, encapsulated in the ACERS framework, which stands for Acceptance, Clarify, Explore, Redirect, and Summarize. Acceptance serves as the starting point, acknowledging that not every solution will work for every client, and helps to de-escalate potential resistance. Clarifying involves asking pointed questions to further understand the client's specific concerns, while Exploration digs deeper into their previous experiences and expectations. Redirecting shifts the conversation toward potential solutions while summarizing synthesizes the discussed points, reinforcing understanding and setting the stage for resolution.
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