Telesalestips for the week 10-05-99

How To Handle Objections

Objections are a vital part of the sales process.  You as a salesperson
should expect them and face them boldly. Objections are a problem when
you can, t handle them. You must control your emotions when answering
objections. When Customers raise objections, you as a Sales person has
some idea of what he or she is trying to express rather than a customer
who listen attentively, doesnot raise any objections and it is very
difficult to deal with.  The best and easy way to handle objections is
to make a List of all Objections you have already encountered. Find
proper answers and solutions to those objections. Keep your objections
guide up to date.  It will prove to be a valuable sales aid.

Objections are a normal part of the selling process and the Professional
Sales Person must learn to use them to his or her advantage.  They are a
sign of interest and Sales People must realise that only after questions
have been answered to the buyer's satisfaction will a sale be made.

Common Objections
1.The price is too high 2.I am not interested 3.I cannot afford it
4. I will talk to my partner 5. I am happy with what I have 6. Can you send
me brochures 7. Call me next week. 8. I've used it for few months and I
don't like it.

Indirect objections
1. To clarify doubts  2.Furthur information

The Sales person must distinguish between a legitimate objection and excuse
and an objection based on lack of understanding.

Some objections are simply a "Question".Convert any genuine objection
into a question. Right questions and answers put the Sales Person in
Control.  This is the key to successful selling.

Always confirm that you have answered your customer's question to his or
her satisfaction.  Use simple questions such as
1.Does it make sense to you? 2.What do you think about it? 3.I am sure
you agree with that.

Remember if there is no objections, there is no need for the company to
employ you. Know that you are like a soldier so arm yourself with
bullets to fire at the right target at the right time.

Sales Thought of the week

Handling Objections is the key step to your Sales Success. W.Saga

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