Objections

Question 1

Types of objections:

Hidden objection

Answer 1

The prospects don’t tell the salesperson what is really going on. As they hide their true feelings due to various reason:

• They feel the truth is none of the salesperson’s business.
• They don’t want to offend the salesperson.
• They want to mislead the salesperson.
  Such hiding from the prospecting that you don’t have money to purchase the product.

Question 2

The stalling objection

Answer 2

The prospect raises an objection that will hold of making a decision, so they are not forced to make a decision immediately.

• Driven by fear
  This is to avoid making a decision you’ll regret later. Such purchasing something you not sure you need.

Question 3

The lack of interest

Answer 3

When prospects say they don’t need the product, or they are not interested in changing supplies. This objection may be a smokescreen or genuine.

Question 4

The financial objection

Answer 4

The prospect raises an issue related to the financial costs of the product. This objection is often price related or budget related.

Question 5

The product related objection

Answer 5

Targeted at specific product features, or the lack thereof. No product will ever meet the needs of the buyer.

Question 6

The company objection

Answer 6

Directed to the salesperson company or brand, that he/she represents. Where prospects have developed a dislike for the company, product or for you personally. May be caused by past bad experiences.

Question 7

Why do prospects object:

Answer 7

. Prospects have no need for the product.
. Salesperson failed to qualify the prospect properly.
. objecting as a matter of custom.
. Resistance to change.
. They want to avoid the sales call.
Lack of information.

Question 8

Techniques to handling objections

Answer 8

1. Direct denial
2. Indirect denial
3. Let it go
4. Compensation
   5.Boomerang
5. Third-party reference

Question 9

Direct denial

Answer 9

The salesperson may face factually incorrect information. Hence the salesperson must acknowledge the prospects statement, and continue to dispute in a diplomatic manner

Question 10

Indirect denial

Answer 10

The salesperson initially appears to be agreeing with the prospect’s objection before refusing it. Hence the salesperson disputes in a more diplomatic manner

Question 11

Let it go

Answer 11

Some objections are not genuine, but cause by anger, frustration and fear. The prospects eagerly want to share their view. Therefore, the salesperson must just ignore and continue

Question 12

Compensation

Answer 12

When the prospect has highlighted a genuine competitive weakness in the product offering. This requires the salesperson to offer another benefit to compensate for the weakness.

Question 13

Boomerang

Answer 13

The prospects objection is turned or used as a selling point. This is sending back the objection as a selling point

Question 14

Third-party reference

Answer 14

This requires cooperation from previous customer. Hence if customer had raised the objection before and it was dealt with successfully.