This document provides guidance on handling sales objections. It defines cold calling and sales objections. For objections, the key is to fully listen to understand the true concern, then respond properly while confirming the objection has been satisfied. Common objections include need, urgency, trust, and money. For money objections, discuss value rather than costs. Effective handlers choose words wisely, understand the root objection, and get back to emphasizing the solution's value.

1. OBJECTION HANDLING
Define

2. Define
 Cold calling is a technique used by salespeople to contact
individuals who have not previously expressed interest in
the offered products or services.
 Cold calling typically refers to solicitation by phone or
telemarketing, but can also involve in-person visits, such
as with door-to-door salespeople.

3. Sales Objection
 A sales objection is an explicit expression
by a buyer that a barrier exists between
the current situation and what needs to
be satisfied before buying from you.

4. Do a bit Extra
In other words, it's a clear signal
that you have more work to do in
the selling process.

5. USP
 Unique Selling point
 Find and memorise them ,
 Point out them even when you sleep

6. Need
 Need: Buyer doesn't yet perceive, or
doesn't yet admit, the need to solve a
problem.

7. Urgency
Urgency: Buyer doesn't yet see
why the issue is pressing.

8. Trust:
 Trust: Buyer feels uncertainty about you,
your solution, your company, or your
outcomes
 Solution : History and Current news

9. Money
 Money: Buyer communicates that money is
going to be an issue.
 No cost emi / Partial payment

10. 1. Listen Fully to the Objection
 Take the time to listen to the objection fully
 Don't react defensively
 Train yourself to ignore any negative emotions you may be
feeling
 Stay focused on what the buyer is saying and the business
problem you’re helping to solve
 Listen with the intent of fully understanding the buyer's
concerns without bias or anticipation
 Allow your body language and verbal confirmations to
communicate to the buyer that you're listening intently

11. 2.Understand the Objection Completely
 Many objections hide underlying issues that the
buyer can't or isn't ready to articulate.
 Often the true issue isn't what the buyer first tells
you. It's your job to get to the heart of the
objection—to fully understand it and its true
source.

12. 3. Respond Properly(Time)
 You should do your best to resolve their issue
right away if possible.
 Don't wing it—when buyers sense a seller is ad
libbing, it creates distrust. Long-winded responses
can seem insincere, too, so keep your responses
clear and to the point.

13. 4. Confirm You've Satisfied the Objection
 Once you've responded, check if you've satisfied all of
their concerns. Just because they nodded during your
response doesn't mean they agreed with everything you
said.
 Ask if the buyer is happy with your solution and explain
your solution further if necessary. Sometimes you need to
go through a process to overcome sales objections, rather
than a quick answer or a-ha moment

14. Choose your words wisely:
 As much as you might like to respond,
“You get what you pay for,” or, “Those are
our fees and we’re worth every penny,”
don’t. There's no glib, pat answer to money
objections.

15. It’s not all about the money
 “If money wasn’t an object, what then?”
This will usually lead you to the root
objection to the sale.

16. Get back to value
Communicate a clear picture of the
value of the solution you established in
the selling process.

17. Don’t talk cost structure
 You’ll end up going down a slippery slope if you
start justifying your price by what your costs are.

18. OPEN DISCUSSION
 What objections?
 What issues?

19. Author name – Suganya Leads
 To get Training pl mail
suganyaleads@gmail.com