Objection Handling

Most Effective Process Of

Objection Handling

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Most Effective Process Of

Objection Handling

Listen & Clarify

Acknowledge

Respond

Ask

go!

Listen & Clarify

LISTEN: Prospect is saying they are not interested. Your Listening skills help make sure you are understanding the true objection… CLARIFY: “So if I’m hearing you correctly, you are already have everything covered from hire to retire? This gives you the ability to have your prospect confirm the true objection and provide clarity

Acknowledge

Try to isolate the actual objection to help set you up for a trial close: “I understand, I’m calling out of the blue…" Empathy to the client’s concerns and objection helps develop rapport and credibility to why you are calling in the first place.

Ask

Ask another question or few for clarification: “Who is your current provider?” “Tell me about the other systems you use” Lead with Open-ended questions

Respond

To satisfy or solve the objection: “Many of my clients had felt they had everything handled but found that after our discussion they had a few questions about our platform. I’d like to learn more about yourbusiness” Lead with Curiosity

Objection Responses

Afraid of losing control!

Control

Resistance to Change

Happy with what I have!

Main OBJECTIONS

Don't see the value!

We have specific needs!

Customization

Value

Super!

We love data

Resistance to change

I’m happy with what I’m getting from [current vendor/process] I don’t see the need for a change.

• "I’m glad that you are happy with your current offerings and I can understand not wanting to change something that’s already working. We think this service model is the future of HR and want to bring businesses like yours into the fold. Can we talk more about how this can positively impact your business?"

Value

I don’t see the value in this compared to my current HR process.

• "I’m glad your current service is working well for you right now. Though I still believe Paychex could further streamline your processes and save you money. Plus, your in-house HR process might conquer daily tasks but be unprepared to respond to big regulatory shifts or complicated workers’ compensation claims."

Control

We're afraid of losing control over our HR functions if we outsource them

• "Paychex PEO works alongside your company, letting you maintain control while providing HR expertise to help your company grow. You still make all the decisions on important matters, and Paychex will be there to support you with guidance and resources to effectively manage your HR responsibilities."

Customization

We're not sure if a PEO can cater to our specific needs and requirements, as we’re different from other [prospect industry] companies

• "Your dedicated client advocate provides customized solutions that address your specific needs and challenges. We work with a range of businesses like yours and will tailor our services to match your requirements."