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Sales Objections

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The dos and don'ts of handling sales objections.

Publicada em: Marketing
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Sales Objections

  1. 1. Dos and Don’ts of Handling Sales Objections By-Akash Shah
  2. 2.  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?
  3. 3. MOST COMMON SALES OBJECTION Price of the Product Trust Fear of Change Timing Indifferent Satisfied with the current product/service
  4. 4. HOW TO HANDLE A SALES OBJECTION?  Listen to the Objection  Validate the Problem  Say it Back to the Prospect  Answer the Objection
  5. 5. 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
  6. 6. WHAT SHOULD BE AVOIDED WHILE HANDLING OBJECTIONS?  Don't argue  Don’t pressurize  Don't lose your temper  Don't keep on talking
  7. 7. 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
  8. 8. What Qualities Should A Negotiator Possess?
  9. 9. IDEAL QUALITIES OF A NEGOTIATOR Should be patient Should have thorough knowledge about what he is selling Should Call "time-outs" when appropriate Should be able to answer all sorts of objections
  10. 10. IDEAL QUALITIES OF A NEGOTIATOR Should get back to the consumer Should not give up easily Should make each consumer feel that his needs are important
  11. 11. Are There Any Benefits Of Sales Objections?
  12. 12. BENEFITS OF SALES OBJECTIONS Helps in knowing the demands of the customers. Helps to improve the product. Helpful for the R&D department.