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Principles of Handling Objection

The document discusses principles and techniques for handling objections in sales. It outlines classifying objections by type (need, product, source, price), maintaining control of the interview, not arguing with the prospect, and fitting the answer to the individual prospect. Specific techniques include ignoring non-genuine objections, product comparisons, case histories, demonstrations, admitting ignorance, trial questioning, boomerang responses, friendly listening, and motivating salespeople with incentives.

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Francis Rey Gayanilo
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1K views16 pages

Principles of Handling Objection

The document discusses principles and techniques for handling objections in sales. It outlines classifying objections by type (need, product, source, price), maintaining control of the interview, not arguing with the prospect, and fitting the answer to the individual prospect. Specific techniques include ignoring non-genuine objections, product comparisons, case histories, demonstrations, admitting ignorance, trial questioning, boomerang responses, friendly listening, and motivating salespeople with incentives.

Uploaded by

Francis Rey Gayanilo
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Principles of Handling Objection

Principles of Handling Objection


Clarify the objection Understand what the prospect meant. Classify the Objection Detect the type of objection

Need Product Source Price

Need

Product

Source

Price

3. Maintain control of the Interview

4. Don t Argue

5. Be Diplomatic

6. Fit Answer to Prospect


1. The first phase is for the salesman to make certain that he understands the prospect s real difficulty and convinces the prospect in the fact he is presenting. 2. Reply in whatever manner and words the prospects seems to prefer.

7. Don t Magnify

8. Capitalize the objection

Techniques of Handling Sales Resistance


1. Ignore if you can sense that the objection is not genuine, its better to ignore him. 2. Product comparison list down advantages and disadvantages of the two competing products. 3. Case History Describe the experience of another prospect who is like the buyer to whom he is talking.

Demonstration 12.Admit Ignorance Guarantee 13.Trial Questioning 14.Boomerang Show what delay cause 8. Admit and counter Balance 9. Friendly listening 10.Point Blank Denial 11.Yes but 4. 5. 6. 7.

Motivating Salesman to Close a sale


Basic Rule 1. Make incentive payments frequently enough to be effective 2. Be-up-to-date consider inflation and devaluation of peso. 3. Stimulate sales selectively

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