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Handling Sales Objections
Author: Lokender Yadav
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How often do you hear…
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“We’ll think about it.”
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“We’ll think about it.”
“I need to check with
(someone).”
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“We’ll think about it.”
“I need to check with
(someone).”
“Your competitor is
cheaper.”
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“We’ll think about it.”
“I need to check with
(someone).”
“Your competitor is
cheaper.”
“We don’t have the
budget.”6
Objections often get in the way…
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but…
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you caneliminate most objections
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by asking more questions… 10
…early in the sales process11
People express
objections because…
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They don’t see the value of your13
They don’t see the value of your14
The best way to deal with this is to…
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Adapt your presentation.
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But…
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You can’t do this without
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You can’t do this without
learning more
about their
situation.
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Learn to ask high-value
questions
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“What is most important
about…”
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“What is most important
about…”
“Why is that important?”
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“What is most important
about…”
“Why is that important?”
“What impact is that having on
(sales, profits, etc)?”
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“What is most important
about…”
“Why is that important?”
“What impact is that having on
(sales, profits, etc)?”
“What would it mean to you if
that problem was solved?”
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The deeper you dig…
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The deeper you dig…
…the more insight you will gain26
The more insight you have…
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The more insight you have…
…the better you can position your solution.
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The better you position
your solution…
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the more value
you show.
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the fewer
objections will be
stated.
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Few sales trick to create Magic
In SALES
Sales trick #1. Offer fewer choices
Sales trick #2: Propose something less
attractive
Sales trick #3: Appeal to emotions
Sales trick #4. Talk about NOT buying
Sales trick # 5. Gain agreement on
something small
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kiLLER Questions
Open the meeting by asking questions, rather than rushing straight into a sales pitch.
Find out what your target buyer wants and what they dislike about their current supplier. “
A real sales pro will pull out the pain and the hurt that the prospect is experiencing
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Classical method to eliminate
objections….
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This chapter comes to an end but story will
continue……
