The document offers steps for overcoming objections in sales negotiations, emphasizing the importance of empathizing with clients, probing their concerns, and clarifying benefits. It encourages salespersons to remain non-defensive and address objections positively. Examples are provided for each step to facilitate effective communication and closure.

2. How to Overcome Objections in
Sales Negotiations?
Hearing a “NO!” during sales presentations
are parts and parcels of negotiations which
amateur salespersons so painfully dreaded.
Instead of getting defeated by these
common obstacles, learn how you may
handle clients' objections tactfully, and use
them to your advantages in closing the
sales!

3. Step (1): Empathize
● Not advisable to get
defensive
● Understand clients
from their viewpoints
● Example: “I understand
how you are feeling!
Others had thought the
same say too, until
they realized that … ”

4. Step (2): Probe
● Allow clients to explain
their concerns
● Dig deeper if necessary
● Example: “I see, you are
concerned about the …
”

5. Step (3): Clarify
● Address clients' concerns
● Emphasize how benefits
can outweigh costs
● Support your stance with
statistics and testimonials
● Example: “Have I
answered your
concerns?”

6. Further Read:
● How to be a Good SalesPerson?
(http://goodsalesperson.blogspot.sg)