Procedure for handling objections: The following are the important procedures for handling objections: (a)Listening attentively (b)Cushioning the jolt (c) Anticipating objections (d)Preventing objections.
Some have the habit of making this remark. Here the prospect can be made to realize by quality comparison through tests, opinions, operation trail and the like.
Once the attention of the prospect is drawn towards the product, his interest in that product should be developed for maintaining that attention. Creating interest is highly essential because attention is usually temporary.
Like objections, let us take some cases of specific excuses which allow to know a fine comparison of objectives and excuses. These can be: There are some prospects that put forth the lame excuse of this kind. It happens even with well to do prospects. Here, the intention is to some how avoid the purchases.
Overcoming objections is really a delicate stage that makes or mars the chain of selling process that has already reached a near final stage. Irrespective of the types of objections raised by the prospects, certain hints or points are worth pondering; responding to objections in a helpful manner requires careful thought and preparation.
It is but natural that each sales person tries to apply that method or technique which is most effective response method. However, no one perfect method or technique exists for answering all objections totally.
In any case, a real salesman is never insulted by a refusal. He knows and believes that a customer has every right to say ‘no’, the same way as the salesman himself has when he is a customer.
What should be the attitude of a salesman towards the customer objections? That is how he is to look at them? Do they irritate and annoy salesman as unnecessary time-wasters which presents him from closing the sale? Has he thought of them as doubts in the customer’s mind that he likes to clarify?
The trainers in selling keep on repeating that objections from customer show that the customer is interested in salesman’s proposal. Similarly, the literature on selling quotes the slogan ‘Selling only brings when the customer says no’.
Sarcasm is the warehouse of such customers. Sarcastic customers are known for making sarcastic or castigating statements which are silly, meaningless, insulting, chilly and provocative. Whatever he wants to say, he say indirectly with a taunt and a tinge of insult or humiliation.