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Common Objections And What To Do

By on July 2, 2015
objections

Anybody in selling who doesn’t love objections is silly – objections are the stepping stones to the sale. In personal selling, the prospect’s objections are necessary, so he can feel he has bought, not been “railroaded” or “smooth-talked”. He has to ask questions, sometimes phrased as objections instead of questions. But these are the keys to sales.  Here is a list of some common objections and how to address them :

Price Objection:  Explain quality, superiority, service (justify price). Break down into units amount so the $360 price only comes to $1 day. Price is relative – competitors may be cheaper but what about quality and service.

I Can’t Afford It Objection: Point out terms and use the “selling money at a dis-count” technique.

Product Criticism Objection: Use facts to overcome criticism, don’t get defen-sive. Express faith in the company.

Rumor Objection: If it’s unfounded, explain why. If someone had an actual problem, explain what was done to correct it. If it’s a complaint from someone they know, offer to talk to them and see what you can do about fixing the problem.

Satisfied and Loyalty Objection: Point out savings, benefits, superiority, first duty is to themselves. Allow a test situation to help them break those ties.

I Have To Talk It Over Objection: Usually this pertains to a spouse. Point out other decisions they make by themselves.If it doesn’t work arrange a meeting as soon as possible. Preferably call them then and get approval or meeting set-up.

 

 

Dan Kennedy

About Dan Kennedy

Dan is internationally recognized as the 'Millionaire Maker,' helping people in just about every category of business turn their ideas into fortunes. Dan's "No B.S." approach is refreshing amidst a world of small business marketing hype and enriches those who act on his advice. For more money-making marketing tips, tactics and strategies, go to www.GKIC.com

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