HANDLING OBJECTIONS
During this stage of the sale you need to listen to the customer and be able to read their body language.
There are four main reasons why a customer leaves the store without purchasing something. It is important for staff to understand these reasons so that they can overome any barriers or objections to the sale. We want all of our customers to leave the store satisfied that they have found what they were looking for. These four reasons are:
NEED: The customer does not feel any need to purchase the product.
TIME: The customer may feel it is taking too long to find what they are looking for. They may not be in a hurry to buy.
PRICE: The product may be out of the customer's price range.
FEATURES: The customer may dislike certain features of the product, for example, the colour.