Question

During the presentation, the customers may raise objections in the form of questions. Such objections need to be tackled by the salesperson cautiously. Discuss how should salesman handle objections related to high price and objections related to procrastination.

Answer 1

Handling objections: 

I. Objections related to high price - The salesperson can try to convince the buyer by telling the customer the importance of the product and how valuable would it be for him. If still the customer is not convinced, then he can offer some other alternative which is of lesser value and suits his pocket. 

II. Objections related to procrastination (lame excuses) - The salesperson should understand that some people take time to decide and cannot take immediate decision to buy a product. The only way to handle this kind of objection is to ask for a future commitment to buy from the customer. As far as possible, the salesperson should try to fix up a meeting in some future date in order to move the sale forward.