1. Overcoming Objections

2. What are the reasons people may object to making a purchase?
TIME: No immediacy exists for purchase
NEED: Doesn’t truly have a purpose for the
product/service
SOURCE: Doesn’t trust the firm/brand/person.
PRICE: Too expensive compared to perceived value.
PRODUCT: Not pleased with the product itself (size, color,
quality, style).

3. What should your initial reaction to an objection be?
You should listen carefully (to determine if possible an objection from an excuse), show concern, and paraphrase.
You then want to try to answer the objection.

4. Here are some specialized methods for handling objections:
Boomerang: Bringing the objection back to the customer as a selling point.
Question: A technique meant to help you learn more about the objection and could possibly help customer realize that objection is invalid.
Superior Point: Validating the customer’s objection with a good reason.
Denial: Method used when objection is based on misinformation. You must back up your denial with factual information.
Demonstration: Showing a customer that a product/service will perform a certain function.
Third Party: Offering a testimonial from a previous customer to support your position.
Substitution: Recommending a different product.