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1、天马行空官方博客：http://t.qq.com/tmxk_docin；QQ:1318241189；QQ群：175569632HANDLINGOBJECTIONSLearningObjectives1.Abletoidentifydifferentkindsofobjections.2.LearnhowtousehandlingobjectionsprocessindailysellingWhatisObjection?Itmaybetreatedasaconcern,reason,orargumenttowardsaplanoridea.Object
2、ionispartoftheSellingProcess;itonlyreflectscustomer’sconcernorcurrentlimitation,whichneededtoberesolvedbeforemakingadecision.Objectioncanalsoexpressaspersonalneed–gotobelistenedto;tobegivenface.Therearetwomainwaystodealwithobjections.Oneistoreducetheopportunitiesofoccur;theother
3、istohandleiteffectively.ReducingObjectionOpportunities1.Havegoodknowledgeofcustomerinformation(businessneedsandpersonalstyle)toanticipatepotentialobjections.2.Inyourcallplanning,readandpracticerelatedinformation:a.PromotionDescription;NewProductTradeLeafletandQ&A(thiswillhelpyou
4、toanswermostofthequestions)b.PromotionDetails:raiseanddiscusspotentialquestionsinweeklymeetingc.Forspecificpotentialobjections,getmanagerorsupervisorinputsandpracticehowtodealwiththeseobjectionsbeforeaction.“Real”and“False”ObjectionsRetailercanraise“realobjections”andalso“falseo
5、bjections.”Thekeytousistolearnhowtoidentifyandhandletherealobjections,notspendingalotoftimeattemptingtoanswerfalseones.Fromapracticalstandpoint,weshouldassume,atfirst,thateveryobjectionisanactualorrealconcernintheretailer’sposition.However,someconcernsaremoreimportantthanothers.
6、Realobjection=Expressedconcernisanactual/realconcernfromtheretailer’sposition.Example:Retailer:Theproblemwithyourplan,Mr.Chen,ismargin.It’snotenough.”Salesman:“You’reconcernedaboutmargin.Doesanythingelsetroubleyou?”Retailer:“No.Theplansoundsgood---exceptformargin.”Istheobjection
7、real?Ismargintheretailer’srealconcern?Toclosethesale,isitthemarginobjectionthatmustbehandledtotheretailer’ssatisfaction?FalseObjectionsSincemanysalespeopleacceptthesefalseobjectionsandstoptheireffortstomakethesale,someretailersgetinthehabitofsayingthefirstthingthatcomesintotheir
8、mind.Weshould,therefore,tohelptheretailerthinkt
