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Learn from the Best: Power Closing and Handling Objection by Dr. Rizal Naidu, MDRT Member and International Sales Trainer


Power Closing Handling Objection by Dr. Rizal Naidu




If you are in sales, you know how challenging it can be to close a deal and overcome objections from customers. You may have a great product or service, but if you don't know how to persuade and influence your prospects, you will lose many opportunities and revenue.




PowerClosingHandlingObjectionByDrRizalNaidu


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That's why you need to learn the skills of power closing and handling objection. These are the techniques that can help you turn more prospects into customers and increase your sales performance.


In this article, we will introduce you to the power closing handling objection formula by Dr. Rizal Naidu, a renowned sales trainer and coach who has helped thousands of salespeople achieve their goals. We will explain what power closing and handling objection are, why they are important for sales success, and how to apply them in your sales process.


Introduction




What is power closing?




Power closing is the ability to ask for the order or commitment from your prospect in a confident and effective way. It is not about being pushy or aggressive, but about being assertive and professional.


Power closing involves using the right words, tone, body language, and timing to persuade your prospect to take action and buy from you. It also involves anticipating and overcoming any objections or concerns that your prospect may have before they arise.


What is handling objection?




Handling objection is the ability to address and resolve any doubts or questions that your prospect may have about your product or service. It is not about arguing or defending yourself, but about listening and empathizing with your prospect.


Handling objection involves using facts and evidence to answer your prospect's objections and show them how your product or service can solve their problems or fulfill their needs. It also involves confirming that your prospect is satisfied with your answer and ready to move forward.


Why are they important for sales success?




Power closing and handling objection are important for sales success because they can help you:



  • Increase your conversion rate and close more deals



  • Build trust and rapport with your prospects



  • Differentiate yourself from your competitors



  • Avoid losing sales to indecision or procrastination



  • Create loyal and repeat customers



The Power Closing Formula by Dr. Rizal Naidu




Dr. Rizal Naidu has developed a simple yet powerful formula for power closing that consists of three steps:


Step 1: Identify the customer's needs and wants




The first step of power closing is to identify what your customer needs and wants from your product or service. You can do this by asking open-ended questions that allow your customer to express their pain points, goals, desires, preferences, expectations, etc.


For example, you can ask questions like:



  • What are the main challenges or problems that you are facing right now?



  • What are the goals or outcomes that you want to achieve?



  • What are the features or benefits that are most important to you?



  • What are the criteria or standards that you use to evaluate a product or service?



By asking these questions, you can uncover your customer's needs and wants and use them as the basis for your power closing.


Step 2: Present the benefits and features of your product or service




The second step of power closing is to present the benefits and features of your product or service that match your customer's needs and wants. You can do this by using the FAB technique, which stands for Features, Advantages, and Benefits.


A feature is what your product or service does or has. An advantage is how your product or service is better or different from others. A benefit is how your product or service can help your customer solve their problems or achieve their goals.


For example, if you are selling a laptop, you can say:



  • The feature is that it has a 16-inch screen with high resolution.



  • The advantage is that it offers a larger and clearer display than other laptops.



  • The benefit is that it can enhance your productivity and enjoyment when working or watching videos.



By presenting the FAB of your product or service, you can show your customer how it can add value to them and make them want to buy from you.


Step 3: Ask for the order or commitment




The third step of power closing is to ask for the order or commitment from your customer. You can do this by using a closing question that invites your customer to take action and buy from you. There are different types of closing questions that you can use, such as:



  • The direct close: You simply ask your customer if they are ready to buy. For example, "Are you ready to place your order?"



  • The alternative close: You give your customer two options to choose from, both of which lead to a sale. For example, "Would you prefer the blue or the black model?"



  • The assumptive close: You assume that your customer has already decided to buy and act accordingly. For example, "When would you like us to deliver your laptop?"



  • The summary close: You summarize the benefits and features of your product or service that your customer has agreed on and then ask for the order. For example, "So, you like the 16-inch screen, the high resolution, and the productivity and enjoyment benefits of this laptop. Is there anything else you need to know before we finalize your purchase?"



By asking for the order or commitment, you can move your customer from being interested to being committed and close the deal.


The Handling Objection Formula by Dr. Rizal Naidu




Dr. Rizal Naidu has also developed a simple yet effective formula for handling objection that consists of five steps:


Step 1: Listen to the customer's objection




The first step of handling objection is to listen to what your customer has to say about their objection. You can do this by paying attention, nodding, making eye contact, and not interrupting them.


By listening to your customer's objection, you can show them that you respect their opinion and care about their concern.


Step 2: Empathize with the customer's concern




The second step of handling objection is to empathize with how your customer feels about their objection. You can do this by using phrases like "I understand", "I see", "I appreciate", etc.


By empathizing with your customer's concern, you can show them that you are not against them but on their side.


Step 3: Clarify the customer's objection




The third step of handling objection is to clarify what exactly is bothering your customer about your product or service. You can do this by asking questions that help you understand their objection better and avoid any misunderstandings.


For example, you can ask questions like:



  • What makes you say that?



  • Can you tell me more about that?



  • Can you give me an example of that?



  • How does that affect you?



Step 4: Answer the customer's objection with facts and evidence




The fourth step of handling objection is to answer your customer's objection with facts and evidence that support your product or service. You can do this by using the FEEL technique, which stands for Facts, Examples, Explanations, and Logic.


A fact is a statement that can be verified or proven. An example is a case or scenario that illustrates your point. An explanation is a reason or cause that justifies your claim. A logic is a principle or rule that connects your argument.


For example, if your customer objects that your laptop is too expensive, you can say:



  • The fact is that our laptop offers more features and benefits than other laptops in the market.



  • An example is that our laptop has a 16-inch screen with high resolution, which can enhance your productivity and enjoyment when working or watching videos.



  • An explanation is that our laptop uses the latest technology and materials, which ensure its quality and durability.



  • A logic is that you get what you pay for, and our laptop is worth every penny.



By answering your customer's objection with facts and evidence, you can show them how your product or service can meet their needs and wants and overcome their doubts.


Step 5: Confirm that the customer is satisfied with your answer




The fifth step of handling objection is to confirm that your customer is satisfied with your answer and ready to move on. You can do this by using a trial close question that tests the temperature of your customer and gauges their interest.


A trial close question is a question that asks for your customer's opinion or feedback on your answer or product or service. It can also be a question that implies agreement or acceptance from your customer.


For example, you can ask questions like:



  • Does that make sense?



  • Are you happy with that?



  • Do you have any other questions or concerns?



  • How do you feel about this laptop now?



By confirming that your customer is satisfied with your answer, you can show them that you value their input and want to ensure their satisfaction.


Conclusion




Summary of the main points




In conclusion, power closing and handling objection are two essential skills for sales success. They can help you persuade and influence your prospects to buy from you and increase your sales performance.


To master these skills, you can use the power closing handling objection formula by Dr. Rizal Naidu, which consists of three steps for power closing and five steps for handling objection:



Power ClosingHandling Objection


Step 1: Identify the customer's needs and wantsStep 1: Listen to the customer's objection


Step 2: Present the benefits and features of your product or serviceStep 2: Empathize with the customer's concern


Step 3: Ask for the order or commitmentStep 3: Clarify the customer's objection


Step 4: Answer the customer's objection with facts and evidence


Step 5: Confirm that the customer is satisfied with your answer


Call to action and recommendation




If you want to learn more about the power closing handling objection formula by Dr. Rizal Naidu, we recommend you to check out his website, where you can find more information, tips, and resources on how to improve your sales skills.


You can also sign up for his online course, where he will teach you step by step how to apply his formula in real-life scenarios and give you feedback and guidance along the way.


Don't miss this opportunity to learn from one of the best sales trainers and coaches in the world. Click here to visit his website and enroll in his course today!


Frequently Asked Questions




Who is Dr. Rizal Naidu?




Dr. Rizal Naidu is a renowned sales trainer and coach who has helped thousands of salespeople achieve their goals. He has over 20 years of experience in sales and marketing, and he holds a PhD in Business Administration. He is also the author of several books on sales and persuasion, such as "Power Closing Handling Objection", "The Art of Influence", and "The Psychology of Selling".


What are the benefits of power closing and handling objection?




Power closing and handling objection are the techniques that can help you turn more prospects into customers and increase your sales performance. They can help you increase your conversion rate and close more deals, build trust and rapport with your prospects, differentiate yourself from your competitors, avoid losing sales to indecision or procrastination, and create loyal and repeat customers.


How can I practice power closing and handling objection?




You can practice power closing and handling objection by using the power closing handling objection formula by Dr. Rizal Naidu, which consists of three steps for power closing and five steps for handling objection. You can also practice by role-playing with a partner or a coach, where you can simulate different scenarios and situations and get feedback and tips on how to improve your skills.


Where can I find more information, tips, and resources on power closing and handling objection?




You can find more information, tips, and resources on power closing and handling objection by visiting Dr. Rizal Naidu's website, where he shares his insights, knowledge, and experience on how to improve your sales skills. You can also sign up for his online course, where he will teach you step by step how to apply his formula in real-life scenarios and give you feedback and guidance along the way.


How can I enroll in Dr. Rizal Naidu's online course?




You can enroll in Dr. Rizal Naidu's online course by clicking here. You will be redirected to his website, where you can find more details about the course content, duration, price, and testimonials. You can also contact him directly if you have any questions or concerns. 71b2f0854b


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