Handling Customers Objections
Objections are concern, hesitations, doubts, or other honest reasons a customer has for not making a purchase. Objections should be viewed as positive because they give you an opportunity to present more information to the customer.Anticipating and planning potential answers to objection will help you feel more confident in your responses to customers. Selecting the most appropriate method for handling those objections will make you a superior salesperson.
Key Terms:
Objections
Excuses
Objection analysis
Paraphrase
Substitution method
Boomerang method
Superior-point method
Third-Party method
Objectives
*Distinguish objections from excuses
*Explain the five buying decision on which common objections are based
*List seven specific methods of handling objections and note when each should be used
*Explain the five buying decision on which common objections are based
*List seven specific methods of handling objections and note when each should be used