FREE online courses on Selling Step by Step - Sales Resistance - Handling of Objections

 

You must have come across one or more of statements such as follow:

 

Ø       “Maybe I'll buy one soon”.

Ø       “I want to discuss it with so-and-so”.

 

Ø       “I'm not ready to buy yet, but I'm sure I will be in the near future”.

 

Ø       “Your product looks good. If I ever have a need for it, I'll let you know”.

 

Ø       “I need to consult somebody before taking a decision”.

 

Ø       “I never buy anything the first time I see it”.

 

Ø       “I want to shop around”.

 

Ø       “I need to think over”.

 

 

Objections are a part of a sales presentation, in absence of which, you will be just an endless talker without any interaction with the prospect.

 

So actually an objection from a prospect is the salesman's chance to prove his/her point. Therefore you should view objections positively by removing the doubts from the mind of the prospect.

 

There are various reasons why the prospect might raise an objection; some of them may be as follows:

 

• The prospect may not be fully convinced about the product, its features and benefits.

 

• The prospect may want to test your knowledge about the product.

 

• The prospect may not have the authority, will or finance to buy the product.

 

• The prospect may not be able to understand the product fully and clearly.

 

• The prospect may feel pressurized to take decision about the purchase.

 

• The prospect may like to postpone his/her purchase.

 

• The prospect may really don't want to buy the product.

 

• There may be certain gaps in the communication between you and the prospect.