Handling sales objections. WHY ARE OBJECTIONS RAISED? Honest objections of business nature may involve the following points: 1.A desire to know all the.

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Presentation transcript:

Handling sales objections

WHY ARE OBJECTIONS RAISED? Honest objections of business nature may involve the following points: 1.A desire to know all the facts of your proposal as they affect the buyer’s firm or organization 2.A search for proof that your product or service will fulfill a need, will increase profits or cut cost and perform exactly as claimed.

Sincere objections of personal nature may involve the following points: 1.A desire to feel that the buyer is making the decision and is not being sold anything. 2.A desire to know all the facts so as to be reassured in his or her own mind that the purchase is with value. 3.A need to be participant or partner in sale. 4.A basic fear of making decisions

Basic strategy in handling objections 1.Welcome the objection- Do not resent it or attempt to argue 2. Listen Carefully to it 3. Rephrase and Repeat objection 4. Agree at Least in Part 5. Uncover Hidden objections 6. Ask what and why questions