Sales objections are basically requests for more information – more information about your product and what you’re offering them.. Consider them as opportunities...opportunities that let you once again pitch your sale to the potential client – an opportunity for you to help them understand more about your services..

1. BEST SALES
OBJECTIONS HANDLING
METHODS

2. Objections in
Sales Happen
When
Customers Try
To Break the
Sales Process..

3. Bad Sellers
Become Disappointed
And Make Mistakes
When Such
Objections Arise..

4. O
ff
Course It Is
Possible To Move to
Another Client,
I’ll call you later,
when we need your
services..
Ok Sir..
Thanks for
your time..

5. But It’s Not Wise..!!!

6. PACKERS & MOVERS
Think of All the E
ff
orts,
Time and Energy You
Invested To Get This One Prospect..
7 COLD CALL ATTEMPTS = 1 PRESENTATION

7. You Have To Try Lead as Many
Prospects to the Actual Sale as
Possible and Often You Will Face
Many Objections..

8. MOST COMMON SALES OBJECTIONS
NO TRUST NO NEED
NO MONEY
NO HURRY NO DESIRE

9. HOW TO HANDLE THESE
SALES OBJECTIONS..??

10. HERE ARE TOP
TECHNIQUES & METHODS

11. 1
BE
PREPARED

12. DO NOT
INTERRUPT
Even if You
Already Know
What the Objection
Is and How to
Handle It, Don't Try
To Interrupt Your
Customers..
2

13. THANK
You Should Thank
Your Customers for
The Objection Because
This Means That You
Are Given a Chance To
Win the Competition
And Close the Deal..
3

14. 4 AGREE

15. CUSTOMER :
— Price of PDG packages are very high..??
YOU :
— Yes, I understand that price is very important factor, but if
you compare the bene
fi
ts of PDG packages, you will see
that in reality, the value of PDG package is much more than
it’s price..
EXAMPLE

16. Agree with your customers
before addressing their
objections. If you show that
you understand them they
will understand you.
AGREE
DENY
5
If You Are Sure That Your
Customer Builds the Objection
on Personal Assumptions
You Can Deny This Objection..
You Should Feel When You
Can Do It..

17. CUSTOMER :
— I don’t think our target audience uses internet for their
requirements, your services will be worthless for me..
YOU :
— That is not right.. We received more than 2000 (count)
leads in a year in your classi
fi
cation from your area and
your competitors (listings) are also registered with us from
last 3-4 years..
EXAMPLE

19. .
If You Are Sure That
Some Objections
Will Be Expressed
You Should Try To
Express Them by
Yourself..
7
SAY IT

20. ✦ Justdial is not like a social media like Facebook, where people
come for time pass, it’s a pure commercial platform, where
people come when they need any products or services..
✦ We forward these Ready To Buy Customer leads to our
registered businesses & shared businesses details with those
customer, it’s a two way communication..
EXAMPLE
EXAMPLE

21. 8
SHOW

22. 9
WRITE
IT

23. 10
REFRAME
WORDS
If You Change
Some Words in the
Objection You May
Get a Sentence That
Sounds Much
More Positively
Than What Your
Customer Said..

24. ✦ Thank you for talking about the price.. It is very good that you
take into consideration all aspects of the product and I’m sure
you will make the right decision..
✦ Your question about the quality is very important.. Now I
understand that you are an expert in this area and you will
easily understand my explanation..
EXAMPLE

25. 11 REFER TO
COMPETITORS

26. - I had clients who had the same
concerns about the style of the product,
but results of our post-purchase research
show that they are fully satisfied with
the product and its style is one of the
main reasons for these results.
EXAMPLE
EXAMPLE
✦ I had clients who had the same concerns as they were also
using services of our competitors like India-mart, Sulekha etc..
✦ I appreciate them for the same, as they understand the value of
an online presence & I explained extra bene
fi
ts they will get
from our services like Local customers, e-catalogue & listing on
our phone search..
✦ I suggested them to start with basic package to test our
services but within 3 months they all upgrade their packages,
this shows that they are fully satis
fi
ed with our services..

27. 12
PULL
BACK
If You Feel That Your
Customers Are
Resisting the Sale
Enormously & Want To
Postpone, You Can
Step Back a Little Bit &
See What Happen
Next..

28. CUSTOMER :
— I’ll call you back..
YOU :
— I know you are too busy.. Please don't bother yourself to
call me.. l'm always at your service.. Shall I give a call
to you coming Monday at 5pm..??
— I usually work in nearby areas only, will just drop in, if you
are available we will discuss things & take the decision..
EXAMPLE

29. CUSTOMER :
— I’ll call you back after discussing the same
with my partner/brother..
YOU :
— That's an excellent idea.. When he will come or available..??
I’ll come at that time, I can answer any additional questions
your partner might have..
Would today be a good time or would tomorrow
suits you better..??
EXAMPLE

30. If your customers do
not express any
objections this
doesn’t mean that
they don’t have any.
Don’t allow your
customers to keep
hidden objections.
CHECK
13
CHECK
.

31. ✦ Please let me know if you have any questions or concerns..
✦ I feel that there is something that you are not sure..
✦ I will be happy to answer your questions..
EXAMPLE

32. You should show
your customers that
these concerns are
just tiny doubtful
details and they
should not influence
their purchase
decision.
BIG
PICTURE
14
BIG
PICTURE
You Should Show
Your Customers That
These Concerns Are
Just Tiny Doubtful
Details and They
Should Not In
fl
uence
Their Purchase
Decision..

33. It Is Not Pro
fi
table
Investing All Your
Time and E
ff
orts Into
Dealing With Sales
Objections of Just
One Customer.
Accept It and Move
On to Next Customer..
15
ACCEPT

34. Opportunity That Let You Once Again Pitch Your Sale to the
Potential Client – an Opportunity for You To Help Them
Understand More About Your Services..
A SALE OBJECTION IS NOT — REJECTION..!!!
IT’S AN OPPORTUNITY..!!!
Regards,
Rahul Saini