Need Identification - Meeting Objections

Meeting Objections

Meeting objections is an important step for a seller to learn to handle. When the client objects, it usually means they are interested in what has been presented to them. There are three type of objections; price or value objections, product/service objections, procrastinating objections and hidden objections. Generally these three objections can all be handled easier through listening, clarifying, respecting, and responding.

The purpose of listening to the buyer is to gain as much knowledge as possible about their objection. Showing interest can also show them that you want to know their concerns in order to help them. Do not interrupt the buyer while they are speaking to. That can quickly close the deal and result in a loss of the sale.

Clarifying the objection can allow you to ask questions to gain more information. Be sure to not over whelm the buyer with questions. It also allows you to determine if you understand the buyer to ensure there are no misunderstandings.

Respecting the concerns of the buyer demonstrates that the seller is appreciative of their concerns. It is important to not become defensive; the buyer is not criticizing you the seller, but wants to make sure they make the best decision for their company.

Responding to the objection is important. The seller does not just want to ignore the buyer and their concerns. It shows they value their buyer-seller relationship and will hopefully not damage the rapport that developed. The type of response to the objection depends on the type; price or value objection, product/service objection, and procrastinating objections.

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