Selling Skills Article Series
Objection or resistance to the request of the salesperson is labeled a sales objection. Salesmen have to welcome the objections because toughest prospects are those who do not say anything. One cannot make out whether they are interested, bored or just being polite. An objection shows that prospect is involved in the conversation.
Objection or resistance to the request of the salesperson is labeled a sales objection. Salesmen have to welcome the objections because toughest prospects are those who do not say anything. One cannot make out whether they are interested, bored or just being polite. An objection shows that prospect is involved in the conversation.
Salesmen have to be prepared for giving a satisfactory reply to the objections raised by prospects.
The usual objections encountered during sales process are categorized as:
Hidden objections
Stalling objections
No-need objections
Money objection
There are several techniques mentioned in books on salesmanship to respond to objections.
Pass up the objection
Anticipate the objection
Forestall the objection
Rephrase the objection as a question
Ask questions regarding the objection
Boomerang the objection
Directly deny the objection
Compensate for the objection
Obtain a third-party answer to the objection
The salesman has to try to do the trial close as he gives a satisfactory response to an objection. Many objections come up only after the salesman tries trail close.
Originally posted in http://knol.google.com/k/narayana-rao/prospect-objections-during-sales/2utb2lsm2k7a/ 79# Knol traffic rank 104
Objection or resistance to the request of the salesperson is labeled a sales objection. Salesmen have to welcome the objections because toughest prospects are those who do not say anything. One cannot make out whether they are interested, bored or just being polite. An objection shows that prospect is involved in the conversation.
Objection – the Concept
Objection or resistance to the request of the salesperson is labeled a sales objection. Salesmen have to welcome the objections because toughest prospects are those who do not say anything. One cannot make out whether they are interested, bored or just being polite. An objection shows that prospect is involved in the conversation.
Salesmen have to be prepared for giving a satisfactory reply to the objections raised by prospects.
Objections - Classification
The usual objections encountered during sales process are categorized as:
Hidden objections
Stalling objections
No-need objections
Money objection
Techniques to Reply to Objections
There are several techniques mentioned in books on salesmanship to respond to objections.
Pass up the objection
Anticipate the objection
Forestall the objection
Rephrase the objection as a question
Ask questions regarding the objection
Boomerang the objection
Directly deny the objection
Compensate for the objection
Obtain a third-party answer to the objection
Trial Close
The salesman has to try to do the trial close as he gives a satisfactory response to an objection. Many objections come up only after the salesman tries trail close.
Originally posted in http://knol.google.com/k/narayana-rao/prospect-objections-during-sales/2utb2lsm2k7a/ 79# Knol traffic rank 104
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