10 Questions
What are some common objections related to needs?
I do not need the product or service; I've never done it that way before.
What are some common objections related to the product?
I don't like the product or service features; I don't understand, I need more information.
What are some common objections related to the source?
I don't like your company; I don't like you.
What are some common objections related to the price?
I have no money; The value does not exceed the cost.
According to Exhibit 10.2, what happens if costs outweigh benefits?
The decision may not be in favor of making the purchase.
What is the purpose of setting up an initial appointment in the sales process?
To familiarize the buyer with the product, service, or concept
What do objections during the presentation typically indicate?
Interest and engagement from the prospect
How should a salesperson respond to objections related to the product?
By providing additional information to clarify features and benefits
What is the primary concern behind objections related to time in the sales process?
Request for additional time to consider the purchase
How should a salesperson address objections related to the source according to the text?
By establishing trust and rapport with the prospect
Study Notes
Responding to Objections
- An objection is a concern or question raised by the buyer.
- Salespeople should show a proper attitude when responding to objections by:
- Answering sincerely
- Refraining from arguing or contradicting
- Welcoming objections
Role of Salespeople
- Salespeople should assume the attitude of a:
- Helper
- Counselor
- Advisor
- This attitude helps identify:
- Sales opportunities
- Feedback about what is really on the prospect's mind
When Buyers Raise Objections
- No specific information provided on when buyers raise objections.
Test your knowledge on responding to objections in sales. Explore techniques for selling value, understanding buyer objections, effective objection responses, and dealing with challenging customers.
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