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!