Quiz 10: Responding to Objections

Business

Selling stand for the process of selling the product or service to the prospective clients by making them aware of the benefits and features of the offering as well as the kind of satisfaction the product is capable of providing to its users. During providing carpet cleaning services to the customer, Mr. Y received an objection from the customer stating about the high price of the service. Mr. Y is aware that this carpet cleaning service goes for sale couple of times per year, but he is not sure when this sale will be organized. It could be in a weeks' time or could be after few months. In this situation, Mr. Y should clearly inform the customer about organizing of such sale by the company and ask the customer keep a check of any such information from the company's side creating awareness among its customers for the sale that is likely to take place in the coming time. In this, Mr. Y should also mention that there is no such fixed time when the sale goes on and it could be in the coming week or could be months away. By doing this, Mr. Y will ethically deliver his role as a salesperson satisfying the objection raised by the customer related to the price of the service.

Raising of objections and answering them in an efficient manner is an art of selling and has to be learned by the salespeople so as to make the sale take place efficiently and properly. The five types of objections are- objections related to needs, related to the product, related to the source, related to the price, and related to time. The following is the categorization of the given responses to handle each case- a. The type of objection raised in this situation is related to the product. This is because the lawyer has mentioned about the product being presented by the salesperson and he stated that the competing product provides all these features that this product is capable of providing. The handling of this objection could be undertaken by stating that finest quality and related other features of this product makes it different and better than the competing product offered by the competitor. b. The type of objection raised in this situation is related to the needs. This is because the prospect has mentioned that things are going well in the firm with the existing process and procedures, and there is no dearth of the product that the salesperson has demonstrated showing an objection related to the need of the product by the prospect. The handling of this objection could be undertaken by stating the benefits and smoothness the present work will receive after this product has been used in performing the existing tasks of the firm. c. The type of objection raised in this situation is related to the price. This is because after getting all the details and features of a product being demonstrated to him, the buyer states that the product is charged quite high. This shows an objection related to the price of the product. The handling of this objection could be undertaken by mentioning the benefits and smoothness the present work will receive after this product has been used in performing the existing tasks of the firm which is more than the money which would be incurred in buying this product. d. The type of objection raised in this situation is related to the price and source. This is because the buyer states that he can buy the same product at less amount from online sources. This shows an objection for both the source from where the salesperson has bought the product and also the price which is high as compared to online sources. The handling of this objection could be undertaken by mentioning the benefits the firm will receive by buying this product through the local vendor rather than buying it online. The purchase from vendor will provide better after-sales services as compared top online sources.

Raising of objections and answering them in an efficient manner is an art of selling and has to be learned by the salespeople so as to make the sale to place efficiently and properly. In a class of selling, one of the students mentioned that learning to handle objections is a part of manipulating the buyers. This statement made by the student could be answered by the teacher by stating that sometimes the buyers are not fully informed about the benefits or use of a particular product or service and this is the reason why objections are raised by them related to any aspect of that product or service. In this situation, it is the duty and responsibility of the salesperson to soothe the objections and issues raised by the buyers and provide them with a satisfactorily response. This will not only soothe the buyers but will also make them buy the product and use it in a proper manner. This handling of objections is not called as manipulations but it is called as giving a response to an objection in an effective way.