Assume you are a sales rep for a digital advertising agency. Your prospect is learning how social networking works to build brand awareness and responded to your presentation with the following comment: "I'm not sure this is really for us." What type of objection is this? Begin your response by following the overcoming objection skill from the textbook. Select one of the options from Section 12.2 in your textbook to write the option you will use as your response to overcome this objection. 2. Imagine that you are a rep for a commercial landscaping company. You have just finished a presentation that includes a five-year landscaping plan for your client's property. She responded that she doesn't think there's enough money in the budget for the land. What kind of objection is this? Begin your response by following the overcoming objection skill from the textbook. Select one of the options from Section 12.2 in your textbook to write the option you will use as your response to overcome this objection. 3. Assume that you are a financial services salesperson. You have presented an investment strategy to your prospect, and he has objected because he is concerned about the market state. Write how you would respond to this objection and how you could make him feel more comfortable with the risk. 4. You are responsible for booking events at Premier Hotel, a five-star hotel. The convention facilities are state-of-the-art and ideal for large corporate meetings. The accommodations are suites, not rooms, so two people can stay comfortably in each one, which helps reduce the overall costs of rooms. The service is impeccable and has ratings above those of the Ritz Carlton and Four Seasons hotels. Premier Hotel has received the J. D. Power and Associates Award for the best service in the hospitality industry. You have made your presentation and a pricing proposal and presented it to the prospect. This meeting is essential for the hotel, and you must close the sale. However, first, you will need to handle some objections.

Types of Objections:

Product objection

Source objection

Price objection

Money objection

Im already satisfied objection

I have to think about it objection

Learning how to handle objections is key, especially when many of the same ones occur regularly. There are six strategies that can help you handle virtually any objection.

1. View the objection as a question. Many times salespeople hear an objection as a personal attack. Instead, an objection such as Why are your prices so high? should be considered a question. This allows a more positive conversation rather than a defensive one.

2. Respond to the objection with a question. As in every step of the selling process, asking the right questions is critical, and handling objections is no exception. Questions, such as Can you share you concerns in this area? or Is there another way to look at this to make it work for you? are good ways to engage prospects in dialogue that will help you better solve their problems.

3. Restate the objection before answering the objection. Its a good idea to check for understanding and demonstrate that you are listening by restating your prospects objection. For example, So what youre saying is youre concerned about the capacity during peak periods is a good way not only to acknowledge the objection but also to give you time to formulate your response.

4. Take a pause before responding. Many times salespeople oversell when they are answering an objection. When a prospect raises an objection, stop, listen, and pause for a few seconds. This shows the prospect that you are legitimately listening to her objection, not just trying to sell.

5. Use testimonials and past experiences. Dont avoid answering any part of an objection. In fact, objections are the perfect time to share testimonials. For example, I have another customer who was concerned about the turnaround time. He found that not only were we able to deliver on time, we were slightly under budget.

Answer the following questions:

What value does Premier Hotel offer to Capstone Industries for this meeting? What objections are you most likely to get? How will you prepare for each one? You are unwilling to lower the price, so respond with how you will handle that objection if you get the price projection.