Date Posted: 11/14/2012 1:46:14 PM
Posted By: Mrs kihara Membership Level: Silver Total Points: 543
A salesperson is a person who sell goods and services on behalf of a business enterprise.It is through the sale of goods and services that a business enterprise generates revenue.A salesperson should be passionate and enthusiastic in carrying his/her day activities.Making sales is tasking and it is not a walk in the park.It involves convincing people to part with their money in exchange of goods and services.You deal with different types of people,from different walks of life.Some will encourage you but others will discourage you.Some will commend you for your products and services,others will tell you that you are in the wrong profession.Some will commend you,others will object you.The real sales process starts when a prospect raises an objection.Objection indicates that the prospect is undecided.It also shows that the client is not satisfied or doesn't like your product(s) or services.It may also mean that the client needs some more convincing or persuasion.As a salesperson,you need to remove any doubts and be prepared to answer questions.You should use objections as a way to argue your case and convince prospects.Objections should not be viewed with dismay.Objections accord the salesperson an opportunity to convince the prospect.Success of a salesperson depends on the handling of objections.How should you handle objections as a salesperson?To handle objections well,you should consider the following. 1.Listening carefully without interrupting the prospect. 2.Agreeing and countering the prospect's view. 3.Forestall an objection by anticipating them and providing answer before they are raised. 4.Show the prospect that you understand him/her and you care about him/her. 5.Accepting valid objections. 6.Avoid use of over-positive and egoistic sentences.Such sentences prevent the prospect from saying anything during the presentation. 7.Do not counter the prospect or question his/her knowledge, literacy or integrity.Presentations are important in the sales cycle.It is at this stage that you have the opportunity to influence the prospect.A good presentation will win existing clients' loyalty and attract new prospects.
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