For better understanding of objections, it pays to take some specific cases for analysis. These are:

1. “Your terms are very stringent”:

Very often, a prospect may pose an objection telling that the terms and conditions of payment are strict. He knows that other firms in the similar line are giving more or less same offer and offer conditions. However, he is interested in a special concession in terms of payment.

To start with, the salesman should deny that the terms and conditions are stringent. He should bring to his notice that the terms and conditions are as liberal as those of competitors and those they are standardized ones. As far as possible, no special, conversion is given. However, if he is a bulk buyer and frequent buyer, special relaxation can be made-say, instead of 45 days credit can be 60 days credit other things remaining the same.

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2. “It is a poor quality stiff”:

Some have the habit of making this remark. Here, the prospect can be made to realize by quality comparison through tests, opinions, operation, trial and the like. Not only that, the salesmen should assure that the prospect would avail of facility of returning and replacement in case it is rejected. Guarantees and warranties must be extended for full protection about the manufacturing defects.

3. “As I have three month’s stock, I do not want now”:

This is an objection mostly raised by intermediaries, namely, whole sales and retailers and even the manufacturers. Under these circumstances, baiting of a prospect is the only way Kt. He may talk about governmental policy decisions and the likely price rise and the seasonal variations. He should convince that it pays to stock more right now than to repent at leisure. He can inject the fear of more right now than to repent at leisure. He can inject the fear of likely shortage due to changing conditions of supply fear is the key that works.

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4. “I do not have space for new product”:

Mostly the retailers raise such objection. The prospect must be having wide range of 3oting brands and his store is full with these. In such a situation, the salesman should not accept what he says. In fact, he should pinpoint that the convent lines are not selling because; of certain lapses on the part of retailer. He may say that the prospects are ‘self-warmers’ because hey are not fully advertised and made known to customers. That is why, there are slow sales and slow sales are the root causes of increased overhead costs. Then he drives the attention to is products; they are well advertised and placed and, therefore, are in good demand. They are better in quality and it pay to stock them to improve his stock turnover.

5. “I do not want to change the dealer”:

Some retailers believe too much in permanent affiliation and longing loyalty. It has its merits and demerits. Change is a mask of progress and prosperity. Change is a challenge-a thrill-an opportunity to prove one’s ability. The salesman should bring to his notice the success stories of those retailers who have prospered over a short span by honest means. He should put forth his improvised and attractive proposition that attracts and convinces him to change over.

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6. “I have never done it that way before”:

Most human beings are creatures of habits. Once they develop a routine or establish a custom, they tend to resist change. Fear or ignorance may be the basis for not wanting to try anything new or different. The buyer’s natural tendency to resist buying a new product or stinging from a satisfactory brand to a new one can be found behind many objections. Some buyers like to raise many objections just to watch sales-people squirm uncomfortably. For instance Mr Peggy a manufacturer’s salesman namely, M/s WARM MUFFLER, used to call on a large auto parts store in an attempt to have the store to carry on his line of mufflers. Mr. Jack the storere’s buyers, gave Mr. Peggy a tough time on his first two calls.

At the end of his second call, Peggy was so frustrated with the way he was being treated the he decided never to call there again. However, as he was walking out of the store, he ran into a Ceat representative who also called on Mr. Jack to sell belts an hoses. Since they were on somewhat friendly terms, Mr. Peggy admitted his frustration to the Ceat representative. He replied. “Oh, that is just the way Mr. Jack operates. On the third call, he is always a nice person. Just wait and see.” Sure enough! Mr. Peggy’s next call on Mr. Jack was not only pleasant, it was productive also! Buyers like Jack usually just want to see the sales representatives work hard for the order.

Habits and customs also help in insulating the prospect from certain risks to some degree I For instance, suppose you are selling a new line of office chairs to Mr. Haridas, a newly promoted assistant buyer. If Mr. Jairam, the previous assistant buyer and now the senior buyer, bough:I your competitor’s product, Mr. Haridas would appear to take less risk by continuing to buy from your competitor. If Haridas buys from you, Jairam may think “I have been doing business with the other firm for 15 years. Now Haridas, you come in and tell me I have been doing it wrong all these years? I am not sure you are going to be a good assistant buyer”

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7. “I do not like your Company”:

Most buyers, especially individual buyers, are highly interested in the sales representatives company because the buyer is put to a risk if the seller’s firm is not financially sound, cannot continuously produce the product, and so on. They are to be satisfied with the company’s financial standing, personnel and business policies. Buyers may ask question such as: “Is not your company a new one in the field?” “Is it true that your company lost money last-year?” “How do I know you will be in business next year?” “Is not your firm the one that was indicated a company for higher price fixing?” “Your company is not very well known, is it?” – “Who does your designing?” “Can your company give us the credit we have been receiving from other companies?” “Howl do I know that you can deliver goods on time?” “Your company has a bad image is industry.’ Of course, buyers may not actually voice these concerns due to a desire to avoid appearing rude.

However, unvoiced questions about the salesperson’s company may affect their decision and the long-term partnerships the salesperson is trying to establish.

8. “I need time to think about it”:

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Buyers often object to making a decision ‘now’. Many, in fact, believe that postponing action is an effective way to say no. Sales-people can expect to hear objections such as the following. “I have not made any mind.” I want to think it over.” “I would like to talk it over with j my partner.” “See me on your next trip.” “I am not ready to buy.” “I do not want to count myself.’ I think I will wait a while. “I want to look around.” “I am waiting until my inventory goes hour.’ “I want to turn in the old unit at the end of the season.” Just leave me literature. I will study it and then let you know what we decide.”