BET430 Lecture 16: Lecture 16
16 Dec 2018
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Opposition or resistance to information or the salesperson"s request. Can often be a misunderstanding of information. Objections are not rejection : shows that the prospect is interested enough to analyze and object. The most common times are: during the initial approach, during the presentation, after a trial close. Anticipate objections: be prepared, use sales playbook to record objections and ways to respond. Handle it now, or postpone to a better opportunity. Normally handle objections as they arise: may stop listening until satisfied. Concentrate on new or other benefits or value: show how other benefits could outweigh any perceived disadvantages to see if there is still an opportunity to prove your value. If not, ask for the order anyway: assess and decide if you should still ask for order, next salesperson may face the same objection but may get the sale just because they asked for th e order.
