Sales Objections

Front 1

Sales Objection

Back 1

Opposition or resistance to information or to the salesperson's request is labeled a sales objection. They indicate prospect interest and help determine what stage the prospect has reached in the buying cycle--attention, interest, desire, conviction, or readiness to close.

Front 2

Condition of Sale

Back 2

When a buyer says "If you can meet my request, I'll buy," or "Under certain conditions, I will buy from you."

Front 3

Negotiation

Back 3

Refers to reaching an agreement mutually satisfactory to both buyer and seller. Prospects may say things like "I'll buy your equipment if you can deliver it in one month instead of three," or "If you'll reduce your price by 10 percent, I'll buy."

Front 4

Practical Objection

Back 4

(overt)
Price
Product is Needed
Prospect has an overstock of your or your competitor's products
Delivery Schedules

Front 5

Psychological Objection

Back 5

(hidden)
Resistance to spending money
Resistance to Domination
Predetermination beliefs
Negative image of salespeople
Dislikes making a buying decision

Front 6

Hidden Objective

Back 6

Prospects who ask trivial, unimportant questions or conceal their feelings beneath a veil of silence

Front 7

Stalling Objection

Back 7

An objection that delays the presentation or the sale

Front 8

No-need Objection

Back 8

Is used widely because it politely gets rid of the salesperson. Strongly implies the end of a sales call.

Front 9

Money Objection

Back 9

Encompasses several forms of economic excuses: I have no money, I don't have that much money, It costs me too much, or Your price is too high. These objections are simple for the buyer to say, especially in a recessionary economy.

Front 10

Product Objection

Back 10

Relate directly to the product. Everyone does not like the best-selling product on the market. At times, most buyers have fears about risk associated with buying a product--they are afraid that the product will not do what the salesperson says it will do, or that the product is not worth either the time or energy required to us it or the actual cost.

Front 11

Source Objection

Back 11

The last major category of objections salespeople typically face. Source objections relate loyalty to a present supplier or salesperson. Also, the prospect may not like you or your company.

Front 12

Dodge

Back 12

When a salesperson neither denies, answers, nor ignores the objection, but simply temporarily dodges it.

"I think your price is too high"

"Before you decide to buy let me tell you about the value that goes with this product."

Front 13

Pass Up

Back 13

I'm not interested in a service such as yours.

Use it to Move into the Presentation

Approach used by top sales people to say something that allows you to move into you presentation such as immediately using the customer benefit approach or simply asking why?

Front 14

Re-phrase as a question

Back 14

A question in which the salesperson rephrases what the prospect has said in order to clarify meaning and determine the prospect's needs.

Front 15

Postpone the Objection

Back 15

The option of a salesperson to respond to an objection later during the sales presentation

Front 16

Boomerang Method

Back 16

The process of turning an objection into a reason to buy

Front 17

Intelligent Questions

Back 17

Questions relating to a prospect's business that show the salesperson's concern for the prospect's needs.

Front 18

Five Question Sequence

Back 18

The five-step process of overcoming objections in which facts, logic, and tact are used

1 There must be some good reason why you're hesitating to go ahead now. Do you mind if I ask what it is?

2 In addition to that, is there any other reason for not going ahead?

3 Just supposing you could convince yourself that...then you'd want to go ahead with it? (if positive , go back to selling, if negative go to question 4)

4 Then there must be some other reason, May I ask what it is? (After a response, return to Question 2. You can go directly to Question 55 or complete the sequence one or two more times before going to Question 5 What would it take to convince you?

Front 19

Direct Denial

Back 19

make the buyer right and keep the buyer's mind open. " You know my best customer had those same feelings until I explained that."

Front 20

Indirect Denial

Back 20

Different from a direct denial in that it initially appears as an agreement with the customer's objections but then moves into a denial of the fundamental issue in the objection. The indirect denial is softer, more tactful, and more courteous. Begins with an agreement or acknowledgment of the prospects position.

Front 21

Compensation Method

Back 21

The Method of of Offsetting negative product aspects with better benefit aspects

Front 22

Third-Party Answer

Back 22

The technique of responding to an objection with testimony from authoritative sources.