Some salesmen are completely discouraged when the prospects raise objections because they consider objections as ‘refusal’ to buy. They apprehend that the negative attitude is reflected through objections and therefore the prospects are not going to buy or they would avoid the sale.
But this immediate conclusion on the part of the salesman is unfounded.
ADVERTISEMENTS:
It should be borne in mind that unless the prospects are interested in the proposition of the salesman, they hardly bother to raise genuine objections. In fact, objections clearly indicate their real interest about the sales propositions.
Moreover, objections are an integral part of the selling process. Therefore, the salesman should consider the objections supportively and in a positive manner and should welcome objections. The salesman should never shy away or avoid objections.
Image Source: images.kw.com
Objections are nothing but an invitation to the salesman to explain more clearly and describe in detail, removing all possible doubts arising in the minds of the prospects regarding the benefits and advantages of a product or service. In fact, it provides a golden opportunity for the salesman to understand the prospect more clearly.
Rising of objections ultimately makes the salesman more intelligent to put forth his sales proposition in a systematic manner and in the way that suits the prospect. These objection- raising prospects are far superior to those who simply listen and nod their head in approval but ultimately do not purchase.
ADVERTISEMENTS:
However, it is neither always possible nor desirable to welcome unlimited objections. It is so, because meeting objections are not as easy as it is believed to be. It needs vast experience, high intelligence, and immense patience on the part of the salesman to successfully meet their objections. Only intelligent and tactful salesmen are able to deal with prospect’s objections successfully.
If an objection can be anticipated beforehand, the salesman can easily clarify the same before it is put forth by the prospect.
Again, he should counter anticipatory objections successfully. For example, the salesman may say, ‘I know that you are not the kind of person who will say that he has to consult his near and dear ones before purchasing’.