Sales Objections Linkedin

Sales Objections

Women’s HealthCare Joseph Youssef

Sales Objections
Analysis


Sales Objections Analysis

What is an objection ?

It’s a concern raised by the buyer provides a feedback about
what is really in mind.


Why is it important to analyze objections?

Objections Opportunities



Source

Type



Need Product
• I don’t not need the • I don’t like the product.
product. • Your product makes too
• I’ve never done it that much noise.
way before.

Firm Price Time
• I don’t like your • I have no money • I’m just not interest
company. • The value does not today.
• I don't like you. exceed the cost. • I need time to think
about it.



Misunderstanding Skepticism Drawback

• The buyer believes in • The buyer doubt in • The buyer believes in
a feature or defect the features or the a feature or defect
which doesn’t exist. manuals. which exist.



Customer: Your Customer: Your Customer: I’m

Example 2

Example 3
Example 1

product is low company supports travelling
quality. Israel‘s economy. tomorrow.
Hint: You know it’s Hint: You told him Hint: Your product
from the top 5 in before that your needs 72 hrs for
the market. company invest installation.
money in Egypt
only.
Source: Source: Source:
Product Firm Time
Type: Type: Type:
Misunderstanding Skepticism Drawback



Type
Source

• Need • Misunderstanding
• Product • Drawback
• Firm • Skepticism
• Price
• Time


Magi Green spent considerable time working with a
Case 1
prospective buyer. She thought a good order would be
forthcoming on her next call. A portion of her conversation
with the buyer went as follows:
BUYER: You know, I like what I hear about your copying
machine. But how can I be sure it will be available on the
days that we need it for our next project.
MAGI: We’ve never had any real complaints before. I’m
pretty sure they will be easily available and installed on time.
BUYER: You are sure of that?
MAGI: Well, I’ve never heard of any problems that I can
remember.
BUYER [appearing unconvinced and looking at some papers
on his desk with out glancing up]: I’ll let you know later what
I plan to do. Thanks for dropping by.


Case 2
You have been describing to a retail security officer and his
boss a new security camera that your firm just introduced.
The camera has tracking features that make it easier for
security to review tapes.
The security officer says, “I would really like that”
The boss says, “Well, if it’s what you think we need, OK. How
much does it cost?”
At your reply, “This one is £ 2,498,”
the boss exclaims, “For that little thing”
Hint: Your competitor costs £ 1,500.


Sales Objections
Responding


Sales Objections Responding

How can we respond to an objection ?

&

Relax Listen
To answer before listening is foolish and
shameful…

Why do we need to respond properly?

The reality is that salespeople run into rejection in
a day than most people have to absorb in weeks or
months.

Common methods for responding to objections


Rules in consideration
Rule No 1
• Relax and listen

Rule No 2
• Evaluate objections

Rule No 3
• No ideal response method


Common methods for responding to objections
If the buyer makes a
statement that is Direct denial
Indirect denial
, USE:

If the buyer raises a Compensation
or Boomerang
Feel – Felt – Found
Pass by
USE: Postpone


1. Direct denial
Form
• Disagree + Evidence
Buyer:
“Your product’s quality is too
low.”
Response:
“ That simply is not true. Our
product has been rated as the
highest in the industry for the
last three years.”

1. Direct denial
•No one likes to be told that he or
she is wrong.

•This will lead to confrontation.

Use when objection refers to
something that is critical important.


2. Indirect denial
Form
• Assure that the question is a good one + Evidence

Buyer:
“Your product’s quality is too low.”
Response:
“ That ‘s really an excellent question, and
allows me to clear up a misconception that
perhaps I’ve given to you. Actually, though,
our product has been rated as the highest
in the industry for the last three years.”


3. Compensation
Form

• Admit + Benefit detailing
(Optional)

Buyer:
Response:
“ I defiantly understand your concern.
However, It was designed that way in order
to be simple and less complex moreover
economic comparative to other competitor
products.

3. Compensation

Feature – Benefit Cost effective
Benefit 1
Feature 1
Benefit 2

Benefit 3
Feature 2
Benefit 4
Price objections


4. Boomerang
Form
• Admit + Return objection into a reason for buying

Buyer:
Response:
“ The fact that the quality is lower than in other
products is probably the very reason you should
buy it. You said you have grandchildren, you just
need something simple and low-priced. This
product fills that need.


4. Boomerang

It can appear


5. Referral / Third party testimony method
Form
• Feel – Felt – Found

Buyer:
Response:
“ I can certainly understand how
you feel. Dr. Adel felt the same
way before he bought the product.
But after using it, he found the
quality was actually superior to
that of the others.”

5. Referral / Third party testimony method

• Avoid extremes
• Avoid unpleasant relations

• Third party permission
• References


6. Postpone
Form
• Permission to answer later + Detailing

Buyer:
Response:
“ That’s an interesting point. Before
discussing fully, I would like to cover just
two things that I think will help you better
understand the product from a different
perspective. OK?”


6. Postpone
•Raise an objection in the early part of the sales interview
• Should ask for permission
•Some objection best to be answered when they occur

Never use it if the buyer insist to know the answer.
Customer: what are the delivery schedules
Example

for this product?
Salesperson: I would really prefer to discuss
that after we talk about our production line.
Customer: No, I want to know now!
Salesperson: Well, we deliver it within 72
hrs.


7. Pass-up / Acknowledge
Form
• Acknowledge + [PAUSE] + Another topic

Buyer:
Response:
“ I understand your concern. You know one
of the things I always look for is how
product's quality stacks up against its cost.
[PAUSE] Now, we were talking about….”


7. Pass-up / Acknowledge

• Use rarely / sparingly
• Use with FALSE objections

• Probing & clarify [ Acknowledge]
•PAUSE : 3 – 5 sec.

• Experience is the key


Objections
Analyze Respond
Source Type Direct

Need Misunderstand Indirect

Product Drawback Compensation

Firm Skepticism Feel - Felt - Found

Price Boomerang

Time Postpone

Pass-by


Sales Objections

Author : Joseph Youssef



Joseph Youssef


Sales Objections Linkedin

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