RAMOS, RANDOLPH D.

PROFESSIONAL SALESMANSHIP

MWF 1:00-2:00 PM

May 16, 2020

Finals: Activity 5

Coverage: Chapter 12 – Welcome your Prospect's Objections

BSBA Mktg 2A

1. Explain why you should welcome a prospect’s objections.

Welcoming objections is a challenge for us to be more of a good thinker than we used to. It's not only a
mere objection but a stepping stone that hones our ability to think of more ways to solve one problem.
People don't want to be taken advantage of that's why we ask many questions to qualify the people
we're negotiating of for our standards, to be satisfied. Time by time that we meet objections makes us
successful because only then you can satisfy questions that makes prospects into real customers.

2. Describe what to do when objections arise.

When objections arise, act professionally, be positive that you can overcome them. Learn them for you
to understand why, then think of ways to answer them, regroup your thoughts and execute solutions in
relax manner to show them you can satisfy them.

3. Discuss seven basic points to consider in meeting a prospect’s objections.

Plan for objections to anticipate and forsetall negative reactions because if you're not ready you make
them a bad impression and it makes prospect to build a no purchase decision because you don't know
how to act professionally in entertaining and satisfying their problems in your presentation. When you
see customers are not acting like they're agree with you then ask questions, there you can pinpoint a
problem for you to make a solution in mind to deliver for them.

4. Explain six major categories of prospect objections, and give an example of how to handle each
of them.

● Hidden objections - are the body language or expressions using gestures that maybe they don't
understand you, agree with you, have better deals than you or they don't trust you.

● Stalling Objections - Stalls and objections are both things you may hear after you have asked for
commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—
the customer offers no particular reason for hesitating.
● No-need objection - an objection raised by a prospective buyer on the ground that the product
offered by a salesperson is not needed

● Money objection - Like the price objection, this objection is also related to value. When prospects
can't see the value for the price, they object by saying either the price is too high or they can't afford it.

● Product Objection - They don't like the product, or they see it like it won't help them in their long run
or the product seems like doesn't fit their standards.

● Source Objection - Objection by a prospective buyer levelled against the firm represented by the
salesperson.

Handle them by asking information. Be a good communicator. Give strong resistance that you can
handle them and it won't destruct you. Answer them with manners and if you want to answer them
more precise ask them if they have a time for another meeting. Show you are there to help so they can
feel that you understand their feelings and situation. Reprhase objections and make them realize that it
can be solved properly by them become with you.

Make a trial close questions like "Does that answer your question?" Or "With that question out of the
way, we can go ahead, can we?" To determine whether the prospect likes your products FAB, you have
successfully answered the objection, to whether there are any objections remain, and whether the
prospect is ready for you to close the sale.

5. Describe what to do after meeting an objection.

● Make a smooth transition back into your presentation like"As we were discussing..."

● Move to close the sale if you have completed your presentation like asking if they're ready to buy and
then ask them what will they buy, how many, when and where, and etc.

● Move to close again if objection was after the close for example there is an unexpected objection, fill
it and make them feel that they're choosing what is profitable for them and ask for purchase.