Describe Overcoming Objections Techniques

Overcoming Objections Techniques
Name
Course
Institution
Overcoming Objections Techniques
1. Indirect Denial.
Description: Handling a buyer's objection by initially admitting the validity of the objection to maintain rapport but then offering evidence to refute objection.
Scenario: when the buyer objects the sales person's message, and it gives valid reasons for this objection, but the salesperson recognizes the objection and uses it persuade the buyer (Ingran et al., 2016).
Example: ’Mrs. Smith, your concerns on our accommodation services are valid, all of which we seek to address.’’
2. Direct Denial: Here the sales persons deny a falsehood or misconception where they want to leave no doubt in their response.
Scenario: when the buyer has had misleading information on a product and misconceptions, and the sales persons responds with facts that set the record straight (Axen,2018).
Example: Mrs Smith, our hotel services do not have the qualities you listed. It is all misconceptions and wrongful information. We offer the best accommodation services.
3. Compensation: Sales compensation is the combination of base salary, commission, and incentives that are used to drive the performance of a sales organization.
Scenario: When the salesperson is taking stock of the returns of his or her job if they’ve made any profits and efforts have been fruitful in widening the hotel margin profits as well as their income.
Example: When a salesperson is seeking their salary and pay, a record of their compensation is looked into to help in formulating their pay.
4. Feel-Felt-Found: Tell the buyer you understand how they feel, tell them about someone else who felt the same way initially, and then tell them how that person found that when they did what you wanted/bought the product, they got what they wanted.
Scenario: when the buyer is disappointed over experience on accommodation at a previous hotel and the salesperson is convincing them that they won’t have the same experience in the hotel.
Example: ‘'Mrs. Smith, I understand how you feel. Our services, however, will not give you such an experience and our list of clients is full ...