From the course: Management: Top Tips

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Handling objections

Handling objections

From the course: Management: Top Tips

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Handling objections

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- If you've established exactly what it is the customer is looking for, and if you've showed them that what you're offering gives them exactly that benefit you will expect them just to buy it but often at this point there's an objection of some sort. It might be price, it might be you're not locally based, it could be anything and it might be an objection that you hadn't thought about and maybe the customer hadn't thought about. But the main thing when you get an objection is to establish whether it's real or not. Now, what I mean by that is that is it the customer's real objection or are they just putting up a little smoke screen objection and hiding their real one? And also, is it a real problem, a genuine problem or it it something you can easily help them with? So, for example, if they're saying well, you're not locally based, that might not be a problem, you may have some local person who could look after them, who lives in the area, so it really may not be a problem and you can…

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