Short and direct, this article is perfect to understand and handle the art of sales negotiations. As the title implies, this article will allow you to more easily make the difference between and an objection and an excuse. Indeed, it is a situation that many salespeople know.
“ Many salespeople face a dilemma when they experience an objection from a customer or prospect.
Lots of buyers have objections fitted into their wiring systems, so they are programmed not to go overboard with their enthusiasm for your product.
They think that an objection such as price or delivery will get you to reduce the price or change delivery terms.
It’s unusual to get no ‘objections’ during your consultation with a prospect, but one thing you definitely have to uncover is whether it’s a valid objection or just an excuse to stall or get you to change something that will be to their benefit and mean you lose out on something.
One way to ascertain if the objection is genuine is to ask a hypothetical question.
This would sound like: “Suppose we were to change the delivery quotas and extend the credit terms by 30 days. Would that mean you would be happy enough to say yes to this proposal?”
Now, one of two things will happen here.”
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