Praktische Vaardigheden Ontwikkelen Sales Techniques | Page 128

8 Objections from justsell.com 1 lack of perceived value in the product or service 2 lack of perceived urgency in purchasing the offering 3 perception of an inferiority to a competitive offering 4 internal political issue between parties/ departments 5 lack of funds to purchase the offering 6 personal issue with the decision maker(s) 7 corporate initiative with an external party 8 "it's safer to do nothing" perception Classify the Objection Six Basic Categories of Objections Other Classifications Product objection Objection to the salesperson Objection to the your company Don't want to make a decision Service objection Price objection Major or minor objection. Practical or psychological objection. Practical (overt). Psychological (hidden). Some General Tips for Handling Objections Keep the buyers attitude toward your product positive. Let buyers know you are on their side Help with objections. If you get no response, give a multiple choice question to display an attitude of genuine caring. Your goal is to help your prospect realistically examine reasons for and against buying now. The main thing is not to be satisfied with a false objection or stall. Bring out any or all of your main selling benefits now and keep on selling! They need your product or service Your product is the solution to my problem You are the person from whom I should buy Your company is the one to deal with The time to buy is now The price and terms are fair The prospect must agree that