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    Handling Sales Objection

    Handling sales objections
    You have checked your prospect for buy-in. There are chances that they don't agree straight away and they display resistance or salespeople know it as an objection. 

    Objections come in many forms. 

    In this article, you'll be looking at two of the most common:
    • technical
    • competition.

    How To Handle Sales Objection

    In short, you'll look at how to:

    • a) Handle the technical objection
    • b) Handle competition objection

    Handling technical objections

    Handling technical objections

    When facing objections, it is very tempting to point out where the prospects are wrong or in other words, to argue with them.

    If you win the argument, you'll feel good. But your good feeling often does not translate into profit. You're not in the business of proving people wrong.

    A more desirable approach for you is to direct the conversation to something more positive.

    Here are 4 steps you want to use when handling technical objections:

    1. Clarify

    2. Acknowledge

    3. Respond

    • Show product features and benefits that refute or minimize the objection.
    • Use third party info to emphasize any claim.
    • Restate the related feature and benefits of the product.

    4. Check

    • Assess verbal clues:

    Statements, questions, tonality, speed of speech

    • Assess nonverbal clues:

    Facial expression, postures, gestures

    • Probe for more info. Ask:

    Open-ended questions

    Close-ended questions

    • Move towards commitment:

    Use verbal reinforcement to strengthen receptive attitudes.

    Ask how committed they are, indirectly, through trial close.

    Handling competition objections

    Handling competition objections

    Competition objections are objections that your prospect indicates satisfaction with the competitor's product.

    This type of objection requires you to use the "Basic Difference Technique."

    Basic difference technique comes in 3 simple steps:

    1. Express respect for the prospect choice.

    2. Prove that your product is as good as or superior. Also, you provide them with additional benefits unique to your product.

    • When proving, use a basic formula:

    Show the similarities between products.

    Show the difference where your product is superior.

    3. Check (see above)

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