This guidebook has a practical approach to why objections are raised, and how to overcome them and maintain dialogue. It also provides responses to the most common objections as well as giving industry specific examples.
Ensure you gain commitment and make sales more often by learning:
1. How to explore what the objection really is;
2. The questions and techniques that will help them maintain the selling conversation; and,
3. How to qualify and overcome resistance.
With example answers to the most common and industry specific objections
Common objections over the telephone:
· “I’m too busy to talk to you”
· “Not interested” (said as you introduce yourself)
· “I’m not interested” (said during/after completion of your presentation)
Other common objections:
· “It’s too expensive”
· “I want to think about it”
· “We are happy with our present supplier”
Appointment making objections:
· “I am busy the whole of next month”
· “No need”
· “Put the information in the post/on the Email”
And
Industry specific objections e.g. Advertising – space and airtime; Recruitment and search and selection; Distributors; Training; Software,and more
