Question
Objections are any concerns, statements or questions raised that are a sign of
hesitation or unwillingness to purchase the product. Objections can be valid or
Sales Management
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invalid. Valid objections are concerns that the prospect needs to address before they
buy, for example inadequate discounts or payment terms that are out of line. Invalid
objections are irrelevant, untruthful delaying reasons for not buying, for example
‘Thank you for coming, but we will let you know when we decide to buy from you’.
There are different categories of objections and a salesperson must be prepared to
handle them as they occur. Each will be briefly explained:
■ Uncommon objections such as, ‘I have heard that company X had problems with
your product’. To be prepared for this, the salesperson must be well informed of
what is going on in the industry.
■ Hidden objections are indicated by unimportant questions or feelings concealed
under a veil of silence. Hidden objections can be revealed by asking questions such
as, ‘What makes you say that?’; ‘What will it take to convince you that the product
will solve your problem?’ Uncovering hidden objections is not an easy task, but
can be done by closely observing the prospect’s tone of voice and body language,
listening carefully to what the prospect is saying and how it is said, and reading
between the lines to find the real objection. Directly asking what the real objection
is should only be used as a last option.
■ Stalling objections are a common tactic used by many prospects when they say, for
instance, ‘I’ll think it over’ or ‘I’m too busy to see you now’. Be tactful and friendly,
but remain calm and positive and pursue the issue.
■ No-need objections are raised when the prospect says that the salesperson has a
good product, but they do not really need it at the moment. This objection is
widely used to politely get rid of the salesperson.
■ Price objections are the most common and are difficult to handle because buyers
use it as a bargaining tool to ensure the best deal. ‘It costs too much’; ‘your price is
too high’; ‘we don’t have money’ are general excuses made by prospects.
■ Product objections are remarks like ‘your product is not well known’ or ‘your
product does not meet our requirements’ and are often raised by prospective
customers.
■ Source objections relate to loyalty towards a current supplier or dissatisfaction with
your company, possibly because of problems with salespeople from your company
in the past.
paraphrase into one sentence and simple english
hesitation or unwillingness to purchase the product. Objections can be valid or
Sales Management
16
invalid. Valid objections are concerns that the prospect needs to address before they
buy, for example inadequate discounts or payment terms that are out of line. Invalid
objections are irrelevant, untruthful delaying reasons for not buying, for example
‘Thank you for coming, but we will let you know when we decide to buy from you’.
There are different categories of objections and a salesperson must be prepared to
handle them as they occur. Each will be briefly explained:
■ Uncommon objections such as, ‘I have heard that company X had problems with
your product’. To be prepared for this, the salesperson must be well informed of
what is going on in the industry.
■ Hidden objections are indicated by unimportant questions or feelings concealed
under a veil of silence. Hidden objections can be revealed by asking questions such
as, ‘What makes you say that?’; ‘What will it take to convince you that the product
will solve your problem?’ Uncovering hidden objections is not an easy task, but
can be done by closely observing the prospect’s tone of voice and body language,
listening carefully to what the prospect is saying and how it is said, and reading
between the lines to find the real objection. Directly asking what the real objection
is should only be used as a last option.
■ Stalling objections are a common tactic used by many prospects when they say, for
instance, ‘I’ll think it over’ or ‘I’m too busy to see you now’. Be tactful and friendly,
but remain calm and positive and pursue the issue.
■ No-need objections are raised when the prospect says that the salesperson has a
good product, but they do not really need it at the moment. This objection is
widely used to politely get rid of the salesperson.
■ Price objections are the most common and are difficult to handle because buyers
use it as a bargaining tool to ensure the best deal. ‘It costs too much’; ‘your price is
too high’; ‘we don’t have money’ are general excuses made by prospects.
■ Product objections are remarks like ‘your product is not well known’ or ‘your
product does not meet our requirements’ and are often raised by prospective
customers.
■ Source objections relate to loyalty towards a current supplier or dissatisfaction with
your company, possibly because of problems with salespeople from your company
in the past.
paraphrase into one sentence and simple english
Answers
GPT-4o mini
Objections are concerns or questions from potential buyers that indicate hesitation to purchase, which can be valid (like needing better terms) or invalid (like using delay tactics), and can be categorized into types such as uncommon, hidden, stalling, no-need, price, product, and source objections that salespeople must be ready to address.