Prospects object to various aspects of sales presentation in different ways. The actual categorization of these objections into specific types differs from authors to authors. For instance, Professor Charles Futsell thinks of four categories. On the other hand, Professor Walter Vier thinks of not more than six. However, not strictly adhering to these categorizations, we can thin of SEVEN TYPES of objections for clear-cut understanding. Accordingly these objections are price, need, product, company, service, purchase time, salesman and other:

1. Price Objections:

It is but natural that maximum numbers of objections are relating to price of a product or service. As a rational animal, customers try to get the best value for their money. They express their inability to pay higher prices – it may be absolute or comparative. After listening to these price objections, a salesman has to justify and following methods will of great help in saving his skin.

(i) Offer Substitutes: if the customer finds that, the price quoted for a particular product he may be given substitute product that fits in his budget. For example, if a prospect wants to buy a water filter and is finding the price higher as it is branded, he can be asked to go in for unbranded product, which is equally good in performance. This is the reason why most of customers go in for assembled personal computers than branded,

(ii) Price justification: In case the customer is adverse to high price of a product, it is his duty to justify such premium price by explaining the superior quality, utility, durability, least repairs and maintenance charges. He should explain that everything that went is making the product in of best quality. If a customer wants to buy, for instance, SONY WEGA – 29″ flat screen he will have to sell out 35000 to 40,000 as compared to other brands say, ‘Akai’, Onida’, ‘BPL’ or LG or Philips. It is the SONY company that does not bring down the prices unlike other companies because ‘SONY IS SONY’,

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(iii) installment payments depending on the creditworthiness of a customer can be asked to buy either Interest free or low interest installment purchase,

(iv) Offer Attractive Discounts: Customers will not object to purchase if a good discount is given on branded products as it means paying less than what is quoted in catalog

(v) Exchange Offers: These are becoming more popular schemes as people want to go in for latest model and to get better price for old and used product. Companies have come out with such schemes,

(vi) Proofs of current sales: The salesman should show the cash memos from receipt books, bill books and catalogs. It means that so many have already bought at higher price because they took them as normal prices.

2. Need Objections:

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‘Need objections’ can be rightly called as ‘no-need’ objections. No-need objections are widely used by the prospects because; they are point way of getting rid of salesman. Here, the customer listens to salesman till the end and then express as: “It sounds good; really like what you say and I know you have good product, but I am not interested now; our present stock is working well and will stay with it.” Such objections are the out come of poor sales presentation which is one-sided ‘No-need’ objections are trick-full as they encompass a hidden and stalling objections too, some times.

The solution lies in avoiding solo-performance of monologue. That is, the salesman is to have two-way communication by having active participation of the prospect. The prospect should re keep alive and agile by asking number of questions regarding his sales talk of the product. Otherwise, the prospect will turn indifferent to salesman and his talk and hence his product -hipping the prospect in between with the questions that recur him to a greater extent.

3. Product Objections:

Product objections are relating to any aspect or dimension of a product of a salesman dealing in these objections revolve around: 1. Poor quality 2. Unattractive design 3. Poor workmanship in making 4. Wrong size 5. Wrong weight-either too heavy or too light.

These product objections can be met with by 1. Proving superiority of the product through tests and reports of experts and valuing organizations. 2. Present the testimonial as a proof given by satisfied customers.

4. Company Objections:

Company objections or organization objectives pertain the creditworthiness and business rowers of the organization. It is usually the institutional buyers like retailers and industrial buyers raise objections of this type. It is natural that the money involved in deals runs in lakhs and crores of rupees and hence, credit rating and financial policies are likely to figure in case of B2B dealings. Such organizational or institutional objections can be met by 1. Presenting the financial status of the organization in case of old one through published annual reports. 2. Highlighting the technical collaboration with foreign company of repute through the company is pretty young. 3. Speaking of quality standards through ISI and ISO certifications. 4. Rich professional experience of directors who have stake in other established companies.

5. Service Objections:

Service objections pertain to services both pre and post sale services such as repairs and maintenance installation, delivery of products and spare parts, timely attending of complaint. That, these relate the objections relating to the services extended by a selling house which are directed of a salesman and, later the company. For instance a salesman and later the company. For instance, a complaint may run as: “Your company is neither known for in time delivery nor preventive maintenance”. Another may be: “Your policy to forget the customer once your product is sold.” Such objections can be met by 1. highlighting the service policy and service facilities extended by the organization 2. presenting the testimonials of leading users, and service experience of satisfied customers.

6. Time of Purchase Objections:

This is one package of objects that are most significant which to be carefully attended. The instances of this kind that indicate time of purchase are: “Right now I can not buy ; I prefer to wait for latest model of which I have read.” “Give me time to think over as I have priorities.” Such time based objections can be tactfully handled by 1. Emphasizing time value of money to prove that it pays to buy now. 2. Giving clear picture of latest model, as when it is likely to enter the market may be much delayed. 3. The budget proposals are likely to hike the final price because of increase in both direct and indirect taxes.

7. Objections against Salesman:

These are more popularly known as ‘concealed’ or ‘hidden’ objections that are leveled against sales force. A particular prospect or customer may not like the personality, outlook, manners, habits of a salesman, These are ‘personality’ objections; the prospect may be against a particular salesman over has insincerity, excess aggressiveness, disloyalty, immodesty, dishonest, impatience; improper presentation and so on. These are not spoken on the face that why they remain covert to salesman.

However, a wise salesman discovers these tries to overcome these hidden objections by 1. Correcting the deficiency in their personality 2. trying to be more loyal, tactful, modest, sincere, patient to the prospects 3. trying to develop friendly and long standing relations.

8. Other Objections:

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Other objections are those which do not fit in any of the above seven specified objections. These can be any kind of objections. The examples of these kinds can be : A prospect may say “It is my policy to buy such products from my friends”. Another henpecked prospect may say “I am to consult my better half’ still another may say, “I always buy on credit at zero percent interest.”

These miscellaneous objections are quite elusive. A salesman finds it quite odd to deal with such odd prospects. As these are baseless objections; first the sales should go to the root the objection; check whether it is objection or excuse and act accordingly.