Sales and Product Knowledge Training Program

Sales Process Guidleine

Full-Time Sales Training

Handling Objections

In an ideal sales call, the prospect will agree with everything you say and agree to start the mat rental service. Although you may experience this scenario at times, more often you may have to overcome and handle an objection. As a general rule, OBJECTIONS can be classified into a few categories:

• The prospect says he cannot afford the service.
• He is happy with his current level of service.
• He has no real interest in your product.
• The buyer you are calling on cannot make the decision.
• The prospect has had a bad experience in the past with a mat rental service.
• The prospect is in no hurry to make a decision.

These concerns should not always be viewed as negative as often times the prospect is simply asking for clarification on an issue. At the same time, however, do not brush the objection aside. You need to deal with and understand fully, the specific objection before you go to your next step.