Prospect Objections During Sales Presentations

Selling Skills Article Series

Objection or resistance to the request of the salesperson is labeled a sales objection. Salesmen have to welcome the objections because toughest prospects are those who do not say anything. One cannot make out whether they are interested, bored or just being polite. An objection shows that prospect is involved in the conversation.

Objection – the Concept

Objection or resistance to the request of the salesperson is labeled a sales objection. Salesmen have to welcome the objections because toughest prospects are those who do not say anything. One cannot make out whether they are interested, bored or just being polite. An objection shows that prospect is involved in the conversation.



Salesmen have to be prepared for giving a satisfactory reply to the objections raised by prospects.

Objections - Classification

The usual objections encountered during sales process are categorized as:



Hidden objections

Stalling objections

No-need objections

Money objection

Techniques to Reply to Objections

There are several techniques mentioned in books on salesmanship to respond to objections.





Pass up the objection

Anticipate the objection

Forestall the objection

Rephrase the objection as a question

Ask questions regarding the objection

Boomerang the objection

Directly deny the objection

Compensate for the objection

Obtain a third-party answer to the objection

Trial Close

The salesman has to try to do the trial close as he gives a satisfactory response to an objection. Many objections come up only after the salesman tries trail close.

Originally posted in http://knol.google.com/k/narayana-rao/prospect-objections-during-sales/2utb2lsm2k7a/ 79# Knol traffic rank 104

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