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Most Common Sales Objection Handling

If you are into Sales, the world will ask you questions. Many of these questions will be in the form of objections or challenges. It is natural for customers to raise objections but it is not natural for a sales person to handle these objections unless he has programmed himself on objection handling. Go through the PPT & learn this skill of handling most common customer objections.<br>

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Most Common Sales Objection Handling

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  1. Most common objections of Customers WWW.CONSULT4SALES.COM How do you handle customer objections?

  2. Can you provide what I want? The Right Product Why is your price so high? The Right Price Why cant you provide more for less? The Service What is the final discount? The Right offer Can you give me some time to decide? The Decision Dilemma I like your product but I am not sure if this is the best. The What Else Question? Can you provide me X things free with Y product? The Haggler Please let me understand your proposal better. The permanent prospect I do not have a reason but I will not buy now. Catch me if you can I have changed my mind now. I want more dicounts. The Distrust Code Please convince my friend and I will also buy your product. Both of us will buy together Please give me credit period for making payment. The extended sale

  3. Why does the customer object? He fears that if he does not, you will ask for a sale. WWW.CONSULT4SALES.COM

  4. When does customer object? Whenever you ask for an order? WWW.CONSULT4SALES.COM

  5. Establish the Concept and Show the Solution Let the customer choose the right version of your product. WWW.CONSULT4SALES.COM

  6. Do your need analysis when customer raises objections. Do not try to defend yourself against customers objections. WWW.CONSULT4SALES.COM

  7. The From - To Approach Ask relevant questions as answer to customers objections and get your answers WWW.CONSULT4SALES.COM

  8. What questions do you ask? Do you have your need analysis question set ready? prepare a set of need analysis questions for each objection that a customer is likely to raise. WWW.CONSULT4SALES.COM

  9. Customer is happy Salesperson gives reply to objection Salesperson understands the objection properly Customer answers salespersons questions Salesperson asks relevant question 1. Customer will raise his objection Customers typically raise questions on product, price, trust and discounts. 2. Salesperson asks a relevant question in reply to customers question. Use the technique of From - To Approach 3. Customer answers Customer will answer only if salespersons question is relevant. 4. Salesperson understands Listen actively to the customers answer because it is this answer which will give you the cue to answer customers objection properly. 5. Salesperson gives reply to the objection The Right Reply 6. Customer is happy Customer raises objection Customer now feels happy because the right reply has now been given after understanding the right question from the right person.

  10. Thanks! STRATEGIC CONCEPTS (I) PVT LTD Sanjay Singh Sales Coach sanjay@consult4sales.com #ask4sanjay @followsanjay - linkedin/consult4sales - facebook/consult4sales1

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