In Basics of Objection Handling – 3, we learnt the 6-step technique of handling genuine objections. In this article we learn how to apply the 6-step technique in practice. Let us recall the 6 steps first. Listen to the customer Ask the Customer to repeat his statement or question Repeat the customer’s question and get… Continue reading Basics of Objection Handling – 4
We have so far read 2 articles on the Basics of Objection Handling – Basics of Objection Handling – 1 and Basics of Objection Handling – 2. We are approaching the subject of Objection Handling by first constructing the conceptual framework. The conceptual framework will give us the answers to all the objections we face.… Continue reading Basics of Objection Handling – 3
In my previous article I had mentioned the basic reasons why customers raise objections (https://www.helpindiainsure.iistpune.in/2019/04/24/basics-of-objection-handling-1/ ). In this article we will study some more basics. The reason we are going through the basics is that it gives a framework in which we approach the subject of objection handling. It is like first trying to learn… Continue reading Basics of Objection Handling – 2
Starting today I am adding a new category of articles: Objection Handling. We will first understand the basics of objection handling before we go specific objections. Handling objections is not merely having a smart response. It requires knowledge, a specific attitude, a technique and the right communication skills. To develop on these lines we first… Continue reading Basics of Objection Handling – 1
