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Handling sales objections

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Handling sales objections WHY ARE OBJECTIONS RAISED? Honest objections of business nature may involve the following points: A desire to know all the facts of your ... – PowerPoint PPT presentation

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Title: Handling sales objections


1
Handling sales objections
2
WHY ARE OBJECTIONS RAISED?
  • Honest objections of business nature may involve
    the following points
  • A desire to know all the facts of your proposal
    as they affect the buyers firm or organization
  • A search for proof that your product or service
    will fulfill a need, will increase profits or cut
    cost and perform exactly as claimed.

3
  • Sincere objections of personal nature may involve
    the following points
  • A desire to feel that the buyer is making the
    decision and is not being sold anything.
  • A desire to know all the facts so as to be
    reassured in his or her own mind that the
    purchase is with value.
  • A need to be participant or partner in sale.
  • A basic fear of making decisions

4
Basic strategy in handling objections
  • 1.Welcome the objection- Do not resent it or
    attempt to argue
  • 2. Listen Carefully to it
  • 3. Rephrase and Repeat objection
  • 4. Agree at Least in Part
  • 5. Uncover Hidden objections
  • 6. Ask what and why questions
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