This document discusses dos and don'ts for handling sales objections. It identifies the most common objections like price, trust, and fear of change. It recommends listening to objections, validating problems, and answering objections by demonstrating features, comparing products, and stressing quality over price. Salespeople should avoid arguing, pressuring, losing temper, or talking too much. They should remain patient, knowledgeable, and make customers feel heard. Objections are beneficial as they reveal customer needs and help improve products.

1. Dos and Don’ts of Handling
Sales Objections
By-Akash Shah

2.  Why consumers Object?
What steps should be taken as a
sales person to overcome them?
 What should be avoided?
 Ideal qualities of a Negotiator.
Any benefits of sales objections?

3. MOST COMMON SALES OBJECTION
Price of the Product
Trust
Fear of Change
Timing
Indifferent
Satisfied with the current product/service

4. HOW TO HANDLE A SALES OBJECTION?
 Listen to the Objection
 Validate the Problem
 Say it Back to the Prospect
 Answer the Objection

5. HOW TO HANDLE A SALES OBJECTION?
Demonstration
Product comparison
Stress your product's features
Relationship between price and quality
Give your customer a free sample

6. WHAT SHOULD BE AVOIDED WHILE
HANDLING OBJECTIONS?
 Don't argue
 Don’t pressurize
 Don't lose your temper
 Don't keep on talking

7. WHAT SHOULD BE AVOIDED WHILE HANDLING
OBJECTIONS?
 Don’t apologize for the price
 Don’t make price the focal point of your sales
presentation
 Don't appear nervous

8. What Qualities Should A
Negotiator Possess?

9. IDEAL QUALITIES OF A NEGOTIATOR
Should be patient
Should have thorough knowledge about
what he is selling
Should Call "time-outs" when appropriate
Should be able to answer all sorts of
objections

10. IDEAL QUALITIES OF A NEGOTIATOR
Should get back to the consumer
Should not give up easily
Should make each consumer feel that his
needs are important

11. Are There Any Benefits
Of Sales Objections?

12. BENEFITS OF SALES OBJECTIONS
Helps in knowing the demands of the
customers.
Helps to improve the product.
Helpful for the R&D department.