1. Welcome To The Sugar Land District Online Joaquin M Davila District Sales CoordinatorJoaquin@thesugarlanddistrict.com

2. District Top Associate is 3. Agenda IntroductionThe methodology Handling objectionsThings to RememberTools and ResourcesDistrict Contest WinnerMessage from Larry Rangel and Angela HernandezTeam break out sessions 4. IntroductionLearning how to effectively overcome objections is a skill that separates the high performers from the low performers. Many salespeople think of objections as a bad thing, but they're missing the big picture. If your prospect raises an objection, that's actually a good sign. The fact that they're talking out their concern with you means that they're open to what youre talking about. And it will give you a chance to answer their concern. The fact is, most objections come down to four things: 5. Continuation- Intro Need: The prospect has to need what youre selling. Its up to you to build that need. Timing: Everyone has heard, Now is just not the right time. Build the business case by demonstrating ROI while also selling the emotional need for our products. Trust: Your prospects have to trust you. You build trust the old fashion way by earning it. Be yourself and be genuine. Money: This is the most common objection, but many times its not the real issue. Dig deep and ask questions to find the real objection. 6. Continuation-Intro The good news is: All objections can be answered by following a simple process and it starts with one fundamental skill listening. Sounds easy enough right? Most people think theyre great listeners, but the reality is very few really are. Listening intently can help you decipher a prospects real needs and concerns. Most low performers are so eager to start selling they miss this golden opportunity to build trust and lose the sale as a result. 7. The methodology Handling objections This short video on handling objections is a great primer for discussion. Learning how and when to ask questions is a key step on the road to learning how to overcome a variety of objections. As you explore the objections section, this is a great opportunity for role-playing and coaching. After going through the guides below with your team, allow team members to share their experiences and how they handled specific objections. 8. Video on handling objections 9. Handling Objections12013 Aflac Incorporated 2013 Aflac Incorporated1010 10. The Aflac Sales Conversation ModelOpenerSales Trailer Build rapport Introduce Establish credibility?Value Case Preview of Aflac Educate and generate curiosityDiscussionClose Discover needs Educate about Aflacs productsQuestions!! Objections!Stories!# Statistics 2013 Aflac Incorporated! Earn their approval to enroll employees! ! 1111 11. Handling ObjectionsMake sure you understand why theyre objecting. This allows you to craft an appropriate salesProbetrailer or a Value Case in response. Ask an expansion question to better understand the objection.Connect with the prospect to ensure that you understand their concern. Connections can also be usedConnectto seed common objections. The objective is to let the employer know youre on their sideAddress the objection head on. Use the Sales Trailer or Value Case as the approach to respond.PresentMove Forward2013 Aflac IncorporatedRefrain from giving too much information remember your goal is just secure the meeting.Make sure youre moving the conversation forward in a professional manner. Moving Forward can be used to address other objections or to move ahead with the appointment1212 12. Handling ObjectionsIf misconception, then clarify If skepticism, then prove If real drawback, then show big picture If real complaint, then show action2013 Aflac Incorporated1313 13. Handling ObjectionsIf misconception, then clarify If skepticism, then prove If real drawback, then show big picture If real complaint, then show action2013 Aflac Incorporated1414 14. Handling Objections I cant afford any more coverageProbeConnectPresentMove Forward2013 Aflac IncorporatedTell me how much you think a policy with Aflac costs, roughly?I completely understand your concern about budget. Everyone is feeling pressure with increased consumer medical spendingWhats great about Aflac is that we offer a range of products to fit any budget.I would love to tell you more about some of these products.1515 15. Handling Objections I had a claim that wasnt coveredConnectProbePresentMove Forward2013 Aflac IncorporatedIm really sorry to hear about that.Do you mind telling me what happened?If you can provide me with some additional information, I can contact Aflac for you and see if I can help with your claim.Ill start working on this today. Are you available next Tuesday or Thursday to meet?1616 16. Things to Remember Educate yourself about the prospects business, industry and competitors.This is where it all starts. You cannot effectively overcome an objection if youre not prepared and armed with knowledge about your prospect. With this knowledge, you can get a good sense of where you can add value, and how your services might help. By simply looking at what their competitors are doing, you gain valuable insights and ideas, and your prospect will take note. Focus on outcomes, not process. Nobody buys a process people buy results. By focusing on the value you deliver and the outcomes youll achieve, not the mechanics of how youll achieve it, you set yourself apart. 17. Continue Things to remember Dig deep and probe with your questions based on the research youve done. Dont give up if your initial questions dont uncover anything meaningful. Explore different possibilities, as you might discover needs and possibilities that you initially dismissed. Be persistent. If you discover something early, dont stop there. Continue to dig deep and find the root cause of the need. Discover all the possible needs to create the most value and the most robust solution. 18. Other tools and resources Handling objections is just one part of the sales conversation. 19. In Conclusion As youve seen, handling objections is just one part of the sales conversation. In order to get better at overcoming objections and close more sales you must have three things: Knowledge: Theres great material on Sales Academy to help you. Its been tested. It works. Invest the time to learn the methodology behind handling objections. Skill: Practice and polish your presentations and responses. More than anything work on becoming a good listener. Discipline: This part is up to you. How badly do you want to be great? 20. District Contest Winner Is. 21. Name 22. Message from Cits 23. ***Please Make sure that you have completed your weekly activity log under the weekly activity Tab.http://www.thesugarlanddistrict.com/weekly-activity 24. Cit Breakout Sessions