The methods used mostly are seven methods according a group of experts. Some say as there can one more method. Hence, all eight methods are discussed here. Before, using any of the methods described, sales people are expected to probe the method to help the prospect to clarify the concerns and to make sure that they understand the objection.
Opposition or resistance to the appeal of salesman is branded as sales objection. A rejection is a concern or a question raised by the buyer. Sales people should do everything they can to encourage buyers to voice concerns or questions.
He is emphatically emotional, easily irritable and illogical, deadly dauntless, sharply stubborn and abrasively aggressive. He disputes and defies every statement made by the salesman. He takes pride in finding faults with others.
Buying motives are the "inner feelings" of the buyers and he tries to satisfy them at any rate to the maximum possible extent. Buying motives being model of consumer mind on specifications, play an important role in the entire scheme of selling and, therefore, production.
There is no one single way of classifying buying motives. The study of buying motives is part of human behaviour and human behaviour is a part of psychology which is the study of human mind of all subject, human psychology though it is the oldest, it took centuries to understand human mind, still it is considered as the youngest science.
Why some salesmen achieve far more than their targets while the others hardly makes their first sell? What is the secret of a smart salesman who always makes something different? Well the secret is here:
A suspicious customer is one who believes the doubts and doubts the beliefs. He believes firmly that the salesman is trying to sack him or tarp him and he tries his best to come out of such assured entanglement or a catch.
Middle aged customers are those who have made a mark in different walks of life-may be status, caning capacity, marital status. They are in the age bracket of say thirty to fifty years. Even it can differ forty years to sixty years as life expecting is going be increasing as quality of life and life-styles are changing.
Talking is a good habit but talking too much is bad. Bully type of customer is one who talks and talks like a firing machine-gun. His contention is that he is capable of talking too much because, he is intelligent, knowledgeable and a return in the field.
'Hesitant' or undivided or practical or deliberate kind of customer is one who has a wavering mind. As he does not have a firm mind, he lacks discretion any decision making power.