Question

During the presentation, the salesperson must keep the following basic points in
mind:
■ Anticipate objections.
■ View objections as opportunities.
■ When responding to an objection, reflect a positive attitude and body language,
while showing a sincere interest in the prospect’s opinion.
■ Listen to the objection carefully, because it can be a request for more information
on the product or service.
Chapter 1 – Sales careers and the selling process
17
Sometimes a salesperson has to handle a few objections during a single presentation
and must then decide on the strategy and techniques to handle the objection. A
salesperson must react to an objection by doing the following:
■ Welcome the objection – this can be used as a closing point of the sale.
■ Carefully listen to and observe the prospect’s body language for real clues.
■ Rephrase and repeat the objection when you can do so, acknowledge the prospect’s
viewpoint and obtain agreement on the rephrased question.
■ Use the boomerang technique – the reasons the prospect gives the salesperson for
not buying can be used as reasons why they should buy.
■ Overturn the prospect’s objection by stating the correct facts about the product,
but always acknowledging the prospect’s point of view.
■ Ask the prospect direct questions about what it is they object to; when the
salesperson has heard the reasons, they can provide answers to the objections.
■ Acknowledge the prospect’s objection and explain how other features and benefits
outweigh the objection.
■ Let someone else answer the objection, for example another salesperson.
After the salesperson has met the objection(s) they must find out whether they have
overcome it by trying a trial close.
paraphrase into one sentence and simple english

Answer 1

During a sales presentation, the salesperson should be prepared for objections, see them as chances to engage, respond positively while listening carefully, and use strategies like welcoming objections, rephrasing them, providing facts, asking questions, and involving others to effectively address and overcome these objections before checking if they have resolved them through a trial close.