Types of Objections
Customer tends to have various thoughts regarding the products or service, so eventually there are various way for objection. The different types of personal selling objections are given below:
Product Objection: This is the most common type of objection by the customers; it involves the customerâ€™s lack of interest or liking the product. There are various ways of product objection, such as the product not being up to the mark or not better than its competitors. Listening is an important skill in this case, and understanding the customerâ€™s objection and then providing the required assistance is a good way of overcoming the objection.
Source Objection: Source objection is when the customers are not happy with the company’s performance or might not be interested in the products of a certain company. However, this type of objection does not happen much, but it is still important to know about it. The customers may not be happy with the company due to many reasons, so in this case, it is the responsibility of the salesperson to make them understand the company’s strength.
Price Objection: Price objection is when the customers are not satisfied with the productâ€™s pricing. This objection could occur for two reasons, the budget constraints, and another one is if they want to negotiate the pricing. In this case, the salesperson can provide the various benefits that the customers might get if they purchase this product; the benefits could be a warranty and various schemes that might interest them.
“I Have to Think About It” Objection: This is a technique of stalling the seller, and when the customer uses this phrase, then it’s usually due to some fear or hesitation in buying the product. In this case, the customers use stalling as the technique to avoid the tricky situation of objection. It is the salespersonâ€™s task to understand the fear behind it, help them overcome their fears and doubts, and build trust.
Methods for Overcoming Personal Selling Objections
Overcoming objections is an art used by the salesperson, and there are various ways through which the salesperson can overcome any selling objections; these are:
Practicing Active Listening: Listening is an art and salesperson needs to listen to their customers and their objection. Interrupting the customer and listening to respond is an approach that should avoid, instead of understanding a better approach.
Repeating back what you hear: After listening to the customers, it is important to hear their concerns and repeat back what you hear. This technique helps establish a better relationship with the customer and helps them feel their voice is heard.
Validating the Customer’s Concern: Understanding the customers and their problem is important and providing them relief by giving a proper solution helps in trust-building. The salesperson should keep in mind that they should not show the negativity of their own company and provide a proper solution to the customers.
Reasons for Objection
Reasons for objection are given below:
Generally any new product or idea is not easily acceptable by the customers, so the salesperson should use their skill to understand the future of this new idea and why the customer should invest in it.
Many customers raise objections because they are not satisfied with a certain product; Therefore, more explanation and classifications about the product are required.
Some customers may only raise the objection to test the salesperson and check their awareness and patience.
Some customers might raise objections to avoid the salesmen at any cost.
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