No one objects generally unless there is a reason or set of reasons for the same may be genuine or fake. Among other, the following can be more vivid and vibrant reasons for raising rejections on the part of any prospect. These are:
Reasons for raising rejections
1. Partly Convinced:
Salesman might not have been able to convince fully a prospect. He might have presented his sales talk, he might have demonstrated, yet he might have failed to win the full confidence and will of the prospect. The prospect is still in search of additional features, advantages and benefits of the product he is going to buy. It happens normally, when the salesman is trying to put before the prospect an entirely new product. Half-strained-Stuff is raised to the full.
2. Humiliating the Salesman:
The salesman’s profession of persuasion is one of the trial and challenging. However, proficient he is perfect, he is in the line, at times, he comes across such persons or prospects who are averagely educated, clever, tactful, brisk and jerky that they are out for trying the patience of a sober salesman. They raise all sorts of objections not for raising objections but to insult and humiliate these salesmen. He is made to face very awkward and irksome situation. There are many situations where inexperienced salesmen have closed their sales talks prematurely. It is because; their arguments are baseless and have no answers.
3. Lack of Purchasing Power:
There are good many prospects who listen to salesman till end cooley. In fact, they create an impression that they do not have outward resistance and the salesman moves to the top of achievement and almost takes it for granted that sale is about to materialize. At the end, the prospect puts forth his inability to pay, in a diplomatically way. Though he donot have the capacity and pay for, he says that is actually waiting for the latest model or would buy in near future. Such prospects are not moved even if the salesman baits them with liberal credit facilities.
4. Product Price Imbalance:
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There are cases where customer or the prospect has not been able to relate in concrete terms, the product and its price. It is human tendency that one wants to get best product for the money he spends. That is, he wants that his money should buy him the very best. In other words, the product features, advantages and benefits should outweigh the price he is paying. This is possible only when he is convinced that he is gaining these for the price he is paying. Rather, the salesman should establish that the prospect is getting all these features, advantages and benefits at much less price. When prospects feels that prices are higher than the features, advantages and benefits, he raises objection.
5. Ineffective Sales Approach:
It is not a surprise if the prospect raises objection out of no understanding or apprehending the salesman’s sales talk. Not all salesmen are successful sales presenters. To be a successful salesman, one should know the art of speaking. What is needed is a clear and persuasive two-way communication. The presentation-mix is made up of persuasive communication, participation, demonstration, proof, dramatization and visual aids. An effective communicator is one who uses questions has empathy, keeps message simple, creates mutual-trust, listens, has positive attitude and enthusiasm and is believable. His additional persuasive factors that influence his presentation are-logical, reasoning, persuasive suggestions, a sense of fun, personalized relationship, trust, body-language, diplomacy, controlled presentation and convincing conversation style.
6. Pressure Tactics:
Salesman should remember that he is a seller and creative seller. That is, he is educating the prospect; he is selling the firm, himself first and then his products. His profession is one of persuasion and not forcing or compelling a prospect to buy simply because, the salesman called on him at house or office. He is not doing any favour by doing so. There is nothing wrong, ever if the salesman is aggressive. Never should he extort. However, some go beyond the safe limit: and start pressurizing the prospects to buy their products which is illogical and immoral, In such cases, the resistive and frank prospects refuse to honour his presentation.
7. Natural Dislike:
In case of new ideas, new products, the prospects have dislike. Many a times, the prospects avoid to purchase new and unknown products whenever a sales person approaches. Products, which are new and unknown, there is tendency to avoid purchases even though the products may be really good. When ‘Dalda’ was introduced by well known Lipton tea company, people that it is a ghee made from camel’s milk or butter; if the users of face-power or body talk know about its inputs as animal and human bones, they hesitate to buy. On the contrary, syrup made from the extract of catcti, a heart patient medicine, everyone will go in for it. Unless, the new products, ideas and services are to be properly penetrated in the minds of prospect to reduce their resistance.
8. Postponed Purchase:
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Each and every person or family has a priority in making purchases. They have a definite schedule as to when then should buy.
9. Health and Attire of Salesman:
A person as a salesman to impress up on the prospects, should be perfectly dressed, spick ;ac span and should enjoy sound health. A shaky looking and unhealthy salesmen are unwanted intruders. On pressing of the doorbell, they may open the door, but close immediately at the very sight of the salesman. His health, hygiene and his attire make a big difference, He may have good products but they go unsold. The prospect’s concern is to buy from a healthy, hygienic and smart salesman.
10. Bitter Experience:
Any customer who has purchased or used a given product, and had a very unpleasant or litter experience, he does not encourage the salesman selling or proposing to sell such products is objected to.