4 effective procedures for handling client objections
The following are the important procedures for handling objections: (a) Listening attentively (b) Cushioning the jolt (c) Anticipating objection (d) Preventing objections.
The following are the important procedures for handling objections: (a) Listening attentively (b) Cushioning the jolt (c) Anticipating objection (d) Preventing objections.
On objections or sales resistances by a prospect in the expression of disapproval, action taken by the salesman are-
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.
Learn the art of dealing with various objections made by your customers regarding your product, company and business. For better understanding of objections, it pays to take some specific cases for analysis. These are:
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.
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.
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?
Objections are part of the game and are to be welcomed. This resistance or the negative support or positive opposition may be genuine or fake. An objection raised may be a i objection or a flimsy excuse.
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'.