19th March 2023
Objection: Step to Handle an Objection
The 3rd thing a salesperson should do is to ask questions and isolate the objection properly. Many times clients don’t clearly tell what the underlying objection is? The salesperson can ask open-ended questions like “What do you mean or Can you explain in detail?”.
Suppose the customer still does not open up, the salesperson should try and isolate the objection like “Just to confirm, it is the fuel efficiency of the car that concerns you, nothing else, am I right, Mr. Customer?” or “If it weren’t for the money, you would like to buy this car right away, am I right, Mr. Customer?”
Sales closure can take days, months or sometimes years if real objections are not understood and addressed convincingly
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