Handling Objections

Posted in Marketing and Strategy Terms, Total Reads: 5170
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Definition: Handling Objections

It is one of the stages of salesperson during his personal selling where he has to handle certain objection and resistance of the customers. There are certain times when the customer argues and differs from the demonstration and explanation given by the sales person to him. So in order to satisfy, negotiate and make the deal finalize sales person has to persuade the customers by satisfying the customer by taking certain step. So these steps taken by the sales person in order to persuade the customer are called objection handling.


The steps for the objection handling are:

  • Defining the objection
  • Gaining the consensus
  • Presenting the solution
  • Finalizing the deal


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