Page 129 - TCDB combined Book

Chapter 2 SALES 105

Objections:

Whether the prospects objections are clearly stated or hidden, be
prepared to issue benefit statements. It is important to have solutions that
immediately eliminate the negatives that unresolved objections create. Hidden
objections are assumed to be present when an unexplained negative reaction or
indecision is displayed by a prospect. Bringing out and satisfying hidden
objections will require probative questioning and an early practical solution.

Benefits/Features:

Selling benefits rather than features can be simply summarized as the
real value a prospect will receive and not the style, color or appearance of
your offered product or service.

Price:

Prospect objections that deal with price can be very difficult to
overcome. Being sure that equal offers are being considered as to quality and
quantity should be known. Selling the benefits and solutions to your prospect
must justify price and overcome the price objection. Qualifying throughout
the sales effort should bring out the price conscious prospects and therefore
allow the opportunity to prepare your Proposal accordingly.