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The Secrets of Power Closing and Handling Objection Revealed by Dr Rizal Naidu



Power Closing Handling Objection By Dr Rizal Naidu




If you are a salesperson who wants to improve your sales performance, you need to master the skills of power closing and handling objection. These are the two essential skills that can help you overcome any resistance from your prospects and close more deals. In this article, you will learn what power closing and handling objection are, who is Dr Rizal Naidu, how to apply his techniques, and why they are important for sales success.




Power Closing Handling Objection By Dr Rizal Naidu



What is Power Closing?




Power closing is the art of persuading your prospects to take action and buy your product or service. It is not about manipulating or pressuring them, but about helping them make a decision that benefits them. Power closing involves using effective communication skills, such as asking open-ended questions, listening actively, building rapport, showing empathy, highlighting benefits, creating urgency, and overcoming objections.


Some of the benefits of power closing are:


  • It increases your sales conversion rate and revenue.



  • It builds trust and loyalty with your customers.



  • It enhances your reputation and credibility as a salesperson.



  • It boosts your confidence and motivation as a salesperson.



What is Handling Objection?




Handling objection is the skill of addressing the concerns or doubts that your prospects may have about your product or service. It is not about arguing or defending yourself, but about understanding and resolving their issues. Handling objection involves using effective communication skills, such as acknowledging their objection, probing for more information, providing evidence, offering solutions, and confirming their agreement.


Some of the types of objections that you may encounter are:


  • Price objection: Your prospect thinks that your product or service is too expensive or not worth the value.



  • Product objection: Your prospect thinks that your product or service does not meet their needs or preferences.



  • Timing objection: Your prospect thinks that it is not the right time to buy your product or service.



  • Authority objection: Your prospect thinks that they do not have the authority or permission to buy your product or service.



  • Trust objection: Your prospect thinks that you or your company are not reliable or trustworthy.



Who is Dr Rizal Naidu?




Dr Rizal Naidu is a renowned motivational speaker, trainer, author, and MDRT member from Malaysia. He has over 40 years of experience in the life insurance industry and has achieved many awards and honors for his sales performance. He is also the founder and president of Dr Rizal Naidu International Sdn Bhd, a company that provides training and consultancy services for sales professionals.


Some of his achievements are:


  • He qualified for MDRT in 42 days and even in 3 days during the economic crisis in 1997.



  • He wrote several books on sales, such as "MDRT Through 88 Closing Skills and 69 Objections Handling", "Power Closing", and "The Art of Selling".



  • He has trained and inspired thousands of salespeople from various countries, such as Malaysia, Singapore, Indonesia, Thailand, India, China, and more.



  • He has received many accolades and recognition from various organizations, such as the Malaysian Insurance Institute, the Life Underwriters Association of Malaysia, the National Association of Malaysian Life Insurance and Financial Advisors, and more.



How to Apply Power Closing and Handling Objection Techniques?




The 4 Steps of Power Closing




Dr Rizal Naidu suggests the following four steps to apply power closing techniques:


  • Identify the needs and wants of your prospects. You can do this by asking open-ended questions, such as "What are you looking for in a product or service?" or "What are your goals or challenges?"



  • Present the features and benefits of your product or service. You can do this by showing how your product or service can satisfy their needs and wants, such as "This product has this feature that can help you achieve this benefit."



  • Ask for the order. You can do this by using trial closes, such as "How do you feel about this product or service?" or "Are you ready to proceed with the purchase?"



  • Close the sale. You can do this by using assumptive closes, such as "Let me prepare the paperwork for you." or "When would you like to receive the delivery?"



The 5 Steps of Handling Objection




Dr Rizal Naidu suggests the following five steps to apply handling objection techniques:


  • Listen to the objection. You can do this by letting your prospect express their concern or doubt without interrupting them.



  • Acknowledge the objection. You can do this by showing that you understand and respect their point of view, such as "I see where you are coming from." or "That's a valid concern."



  • Probe for more information. You can do this by asking clarifying questions, such as "Why do you think that?" or "Can you tell me more about that?"



  • Provide evidence. You can do this by giving facts, figures, testimonials, or demonstrations that support your product or service, such as "According to this research, this product has this benefit." or "This customer had a similar situation and they were happy with this solution."



  • Confirm their agreement. You can do this by checking if they are satisfied with your answer and ready to move forward, such as "Does that answer your question?" or "Are you comfortable with that?"



The 88 Closing Skills and 69 Objections Handling by Dr Rizal Naidu




In his book "MDRT Through 88 Closing Skills and 69 Objections Handling", Dr Rizal Naidu shares his proven techniques and strategies for closing sales and handling objections. He provides 88 closing skills that cover various scenarios and situations, such as cold calling, referral selling, cross-selling, upselling, and more. He also provides 69 objections handling that cover various types of objections, such as price, product, timing, authority, trust, and more.


Some examples of his closing skills are:


  • The Alternative Close: You give your prospect two options to choose from, both of which lead to a sale, such as "Would you prefer the monthly or annual payment plan?" or "Would you like the blue or red color?"



  • The Compliment Close: You compliment your prospect on their decision-making ability or intelligence, such as "You are a smart person who knows what is best for you." or "You have a great sense of judgment."



  • The Summary Close: You summarize the main features and benefits of your product or service that match your prospect's needs and wants, such as "So you are looking for a product that can provide you with this feature and this benefit."



Some examples of his objections handling are:


  • The Boomerang Technique: You turn the objection into a reason to buy your product or service, such as "You say it is too expensive, but that is exactly why you need it. It is an investment that will save you money in the long run."



But they found out that this product is very reliable and durable."


  • The 3F Technique: You agree with your prospect's objection, but show them the flip side, the facts, and the future benefits of your product or service, such as "You are right, it is a big change. But on the flip side, it is also a big opportunity. The facts show that this product can help you achieve your goals. And the future benefits are worth the change."



Why Power Closing and Handling Objection are Important for Sales Success?




The Benefits of Power Closing and Handling Objection




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


  • Increase your sales conversion rate and revenue by persuading more prospects to buy your product or service.



  • Build trust and loyalty with your customers by showing them that you care about their needs and wants and that you can provide them with value.



  • Enhance your reputation and credibility as a salesperson by demonstrating your professionalism and expertise in your product or service.



  • Boost your confidence and motivation as a salesperson by overcoming any challenges or difficulties that you may face in the sales process.



The Challenges of Power Closing and Handling Objection




Power closing and handling objection are not easy skills to master. They require a lot of practice, patience, and perseverance. Some of the challenges that you may face are:


  • Dealing with different types of prospects who have different personalities, preferences, expectations, and objections.



  • Adapting to different situations and scenarios that may arise during the sales process.



  • Handling rejection and failure that may occur when your prospects do not buy your product or service.



  • Staying positive and optimistic when you encounter obstacles or difficulties in the sales process.



The Best Practices of Power Closing and Handling Objection




To overcome these challenges and improve your power closing and handling objection skills, you can follow these best practices:


  • Do your research on your prospects before you approach them. Learn about their needs, wants, goals, challenges, pain points, budget, decision-making process, etc.



  • Prepare a sales script or presentation that highlights the features and benefits of your product or service that match your prospect's needs and wants.



  • Practice your sales script or presentation with a colleague, friend, or family member. Ask for feedback and improve your delivery.



  • Anticipate the possible objections that your prospects may have and prepare your responses in advance.



  • Use positive body language, tone of voice, and facial expressions when communicating with your prospects. Smile, make eye contact, nod, lean forward, etc.



  • Follow up with your prospects after you present your product or service. Send them an email, a text message, a phone call, etc. to remind them of the value of your product or service and to address any questions or concerns they may have.



Conclusion




In conclusion, power closing and handling objection are two essential skills that every salesperson should master. They can help you overcome any resistance from your prospects and close more deals. To learn more about these skills, you can read the book "MDRT Through 88 Closing Skills and 69 Objections Handling" by Dr Rizal Naidu. He is a renowned motivational speaker, trainer, author, and MDRT member from Malaysia who has over 40 years of experience in the life insurance industry. He shares his proven techniques and strategies for closing sales and handling objections in his book. You can also visit his website www.drrizalnaidu.com to find out more about his training and consultancy services.


If you want to improve your sales performance and achieve sales success, you should apply the power closing and handling objection techniques that Dr Rizal Naidu teaches. They will help you increase your sales conversion rate and revenue, build trust and loyalty with your customers, enhance your reputation and credibility as a salesperson, and boost your confidence and motivation as a salesperson. So what are you waiting for? Start applying these techniques today and see the difference in your sales results!


FAQs




Here are some frequently asked questions about power closing and handling objection:


  • Q: What is the difference between power closing and hard closing?



  • A: Power closing is the art of persuading your prospects to take action and buy your product or service. It is not about manipulating or pressuring them, but about helping them make a decision that benefits them. Hard closing is the act of forcing your prospects to take action and buy your product or service. It is about using aggressive or unethical tactics, such as creating false scarcity, making false promises, or threatening them.



  • Q: How can I handle the "I need to think about it" objection?



  • A: You can handle the "I need to think about it" objection by using the following steps:



  • Ask them what they need to think about. This will help you identify the real reason behind their hesitation.



  • Address their concern or doubt. This will help you provide them with more information or evidence that supports your product or service.



  • Ask for a commitment. This will help you move them closer to a decision and avoid losing them to your competitors.



  • Q: How can I handle the "I need to talk to my spouse/partner/boss" objection?



  • A: You can handle the "I need to talk to my spouse/partner/boss" objection by using the following steps:



  • Ask them if they are personally interested in your product or service. This will help you gauge their level of enthusiasm and involvement.



  • Ask them what their spouse/partner/boss would say if they were here. This will help you anticipate their possible objections and prepare your responses.



  • Ask them if they can make the decision on their own. This will help you empower them and show them that you trust them.



  • Q: How can I handle the "I don't have the budget" objection?



  • A: You can handle the "I don't have the budget" objection by using the following steps:



  • Ask them how much they have allocated for this purchase. This will help you understand their financial situation and expectations.



  • Show them the value of your product or service. This will help you justify your price and demonstrate the return on investment.



  • Offer them a payment plan or a discount. This will help you make your product or service more affordable and attractive.



  • Q: How can I handle the "I'm happy with my current supplier" objection?



  • A: You can handle the "I'm happy with my current supplier" objection by using the following steps:



  • Compliment them on their loyalty. This will help you build rapport and avoid offending them.



  • Ask them what they like about their current supplier. This will help you identify their needs and wants and find out their satisfaction level.



  • Show them how your product or service is different or better than their current supplier. This will help you create a contrast and highlight your unique selling proposition.



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