Sales Techniques

Running head: SALES TECHNIQUES
Sales Techniques
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SALES TECHNIQUES
Techniques for Overcoming Sales Objections
Not Taking It Personally
Description: the sales person avoids taking it on a personal level. To overcome an objection,
Sometimes, a customer may reject buying a particular product since they may be intimidated
or due to the lack of trust in the person selling the product. Basically, sales people should
understand that if a customer really wants a particular product, then they will find a way of
negotiating its price.
Scenario: when clients are not ready to purchase the product and when personal feelings may
affect the sales person.
Example: “the price can be slightly negotiated”.
Listening Closely
Description: the sales person listens carefully to understand what the customer wants.
Research by Punwatkar and Varghese (2014) shows that sales people should carefully listen
to the customer when objecting a purchase to understand the exact reason for the rejection
Scenario: when the customer is providing little details of what they really want.
Example: “how about I show you cheaper varieties for you to choose from?”
Asking the Right Questions
Description: Sales associates ask a series of “what if” questions intended to assist them in
making the client reveal what he really needs in a product to assist in closing the sale.
Scenario: when the client does not seem to say “yes” leading to closing the sale.
Example: “what if we have different models but with different looks, can it fit into your
budget?”

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SALES TECHNIQUES
Knowing the Product
Description: Sales people avoid arguing with a customer about the features of the product.
According to Arndt et al. (2014) they should have a good product knowledge for overcoming
objections. In addition, assertions should be backed up by printed information.
Scenario: When the customer has contradicting knowledge of the product.
Example: “I agree the phone does not have a powerful camera on paper, but I can let you
take some pictures – they are really good!”
Use of a Trial Close
Description: whereby the sales person tries to overcome a customer’s objection by asking a
closing question. However, a trial close should be considered if the customer’s view point is
valid.
Scenario: when a customer is taking too long to purchase.
Example: The problem could be turned into a closing question like “suppose I could solve
your issue, would you make a purchase today?”
Closing the Sales Techniques
Offering Choices
Description: The sales person shows different product varieties to choose from. According to
a research conducted by Singh and Venugopal (2015) offering choices to a client will assist
in acquiring a commitment of buying.
Scenario: When the customer does not seem to like a particular product variety.
Example: “Which of these three trousers would you like?”