2024年4月6日发(作者：)
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B05061 可口可乐人力资源管理技巧销售技
巧 1306 b (HANDLING OBJECTIONS
TTT English)1
HANDLING OBJECTIONS Learning Objectives
to identify different kinds of objections.
how to use handling objections process in daily selling
What is Objection?
It may be treated as a concern, reason, or argument towards a
plan or idea.
Objection is part of the Selling Process; it only reflects
customer’s concern or current limitation, which needed to be
resolved before making a decision. Objection can also express as
personal need –go to be listened to; to be given face.
There are two main ways to deal with objections. One is to
reduce the opportunities of occur; the other is to handle it effectively.
Reducing Objection Opportunities
good knowledge of customer information (business
needs and personal style) to
anticipate potential objections.
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your call planning, read and practice related information:
ion Description; New Product Trade Leaflet and Q&A
(this will help you to
answer most of the questions)
ion Details: raise and discuss potential questions in
weekly meeting
specific potential objections, get manager or supervisor
inputs and practice how to
deal with these objections before action.
“Real” and “False” Objections
Retailer can raise “real objections” and also “false
objections.” The key to us is to learn how to identify and handle the
real objections, not spending a lot of time attempting to answer false
ones.
From a practical standpoint, we should assume, at first, that
every objection is an actual or real concern in the retailer’s position.
However, some concerns are more important than others.
Real objection = Expressed concern is an actual/real concern
from the retailer’s position.
Example:
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