Why Sales Objection should be welcomed ?
• It is believed by many salespeople that sales objection is bad, as it is likely to bring down or stop the entire whole selling process. It was also believed if salespeople had sales objection, it was assumed by their superiors that they have not done a good job, even this is not so. • Now objections are viewed as opportunities to sell. Salespeople should be grateful for objection, as the prospect is asking for more information. So it is the job of a salesperson to produce the correct information to help prospects understand their needs. • WHY DO PROSPECTS RAISE OBJECTIONS? • The prospect wants to avoid the sales interview • The salesperson has failed to prospect (verb) and qualify properly • It is normal to raise objection. • The prospect resists change. • The prospect fails to recognize needs • Prospect lacks information • Objection during the Sales Process • How to overcome objections? • Sales Objection: The next course of action • If there is a positive response to the trial close