Test Your Knowledge
- What is an objection?
- What is the best way to anticipate objections?
- At what point in the selling process might the prospect or customer object?
- Name the four strategies to handle an objection.
- Name the four types of objections.
- What is value?
- What is a hidden objection?
- An objection is a way for the prospect to communicate reasons why they are not comfortable buying the product or service. AN objection is not a rejection. But an opportunity to clarify and build on the sales presentation.
- Write out in advance all objections you think the prospect may ask and include in your precall worksheet.
- A prospect may object at any time, especially when you are setting up the appointment, during the presentation, and during the trial close.
- View the objection as a question, respond to the objection with a question, restate the objection before answering the objection, take a pause before responding, use testimonials and past experiences, and never argue with the customer.
- Product objection, source objection, price objection, and “I’ll have to think about it” or stall objection…
- Value is the worth that a product or service provides to a customer. It is not based on cost but on perceived benefit.
- An objection that is not openly stated by the prospect but is an obstacle in the way of making the sale.
