Content area
Full Text
Objections are an integral part of the sales process. Objections are to be expected and are normal.
When we try to sell a product or a service, we are frequently asking the prospect to change his or her behavior. People seldom change behavior without resistance. The old way is the easiest; the old brand a trusted friend. We fear the new, the untried.
How should salespeople regard objections? If they are beginners, they may feel disheartened when an objection is raised. Yet, the mark of a veteran salesperson is welcoming the objection. They know that it is a sales aid, not a hindrance.
In most sales calls the prospect will raise some important objections which the salesperson should handle and which are neither concealed nor too trivial to merit consideration. There are literally dozens of distinct methods for handling the honest objection, after it has been raised. For our purposes, let us look at six separate ways to handle objections.
First, is the direct denial method, also called the head-on method or the contradiction method.
A word of caution concerning the manner in which you state the denial: you must be earnest but not offensive - smile and not frown. You must not appear to lose your temper, or you weakenyour cause. A prospect states: "I hear the taxes on this property are over $5000. That's too high." The salesperson replies: "Actually, the taxes are $3632.50. We can verify it with the county treasurer." A few words of caution on the direct denial method. If the prospect is extremely...