sales objections
DESCRIPTION
The dos and don'ts of handling sales objections.TRANSCRIPT
Dos and Don’ts of Handling Sales
Objections
By-Akash Shah
Why consumers Object?What steps should be taken as a
sales person to overcome them?
What should be avoided?
Ideal qualities of a Negotiator.Any benefits of sales objections?
MOST COMMON SALES OBJECTION
Price of the ProductTrustFear of ChangeTimingIndifferentSatisfied with the current product/service
HOW TO HANDLE A SALES OBJECTION?
Listen to the Objection
Validate the Problem
Say it Back to the Prospect
Answer the Objection
HOW TO HANDLE A SALES OBJECTION?
Demonstration
Product comparison
Stress your product's features
Relationship between price and quality
Give your customer a free sample
WHAT SHOULD BE AVOIDED WHILE HANDLING OBJECTIONS?
Don't argue
Don’t pressurize
Don't lose your temper
Don't keep on talking
WHAT SHOULD BE AVOIDED WHILE HANDLING OBJECTIONS?
Don’t apologize for the price
Don’t make price the focal point of your sales
presentation
Don't appear nervous
What Qualities Should A Negotiator Possess?
IDEAL QUALITIES OF A NEGOTIATOR
Should be patientShould have thorough knowledge about what he is sellingShould Call "time-outs" when appropriateShould be able to answer all sorts of objections
IDEAL QUALITIES OF A NEGOTIATOR
Should get back to the consumer Should not give up easilyShould make each consumer feel that his needs are important
Are There Any Benefits Of Sales Objections?
BENEFITS OF SALES OBJECTIONS
Helps in knowing the demands of the customers.
Helps to improve the product.Helpful for the R&D department.
Thank You!