This document discusses dos and don'ts for handling sales objections. It identifies the most common objections like price, trust, and fear of change. It recommends listening to objections, validating problems, and answering objections by demonstrating features, comparing products, and stressing quality over price. Salespeople should avoid arguing, pressuring, losing temper, or talking too much. They should remain patient, knowledgeable, and make customers feel heard. Objections are beneficial as they reveal customer needs and help improve products.
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Sales Objections
1. Dos and Don’ts of Handling
Sales Objections
By-Akash Shah
2. Why consumers Object?
What steps should be taken as a
sales person to overcome them?
What should be avoided?
Ideal qualities of a Negotiator.
Any benefits of sales objections?
3. MOST COMMON SALES OBJECTION
Price of the Product
Trust
Fear of Change
Timing
Indifferent
Satisfied with the current product/service
4. HOW TO HANDLE A SALES OBJECTION?
Listen to the Objection
Validate the Problem
Say it Back to the Prospect
Answer the Objection
5. HOW TO HANDLE A SALES OBJECTION?
Demonstration
Product comparison
Stress your product's features
Relationship between price and quality
Give your customer a free sample
6. WHAT SHOULD BE AVOIDED WHILE
HANDLING OBJECTIONS?
Don't argue
Don’t pressurize
Don't lose your temper
Don't keep on talking
7. WHAT SHOULD BE AVOIDED WHILE HANDLING
OBJECTIONS?
Don’t apologize for the price
Don’t make price the focal point of your sales
presentation
Don't appear nervous
9. IDEAL QUALITIES OF A NEGOTIATOR
Should be patient
Should have thorough knowledge about
what he is selling
Should Call "time-outs" when appropriate
Should be able to answer all sorts of
objections
10. IDEAL QUALITIES OF A NEGOTIATOR
Should get back to the consumer
Should not give up easily
Should make each consumer feel that his
needs are important