Rule 3. Offer your services and continue to work with objections

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Next, the manager should ask: "Okay, do I understand you correctly? If the company ensures at least 80% germination of seeds, having previously packaged them and delivered them free of charge, then can it count on cooperation with you? In this case, in us you have found a reliable partner." Experience shows that, as a rule, literally 4 answers are enough for the interlocutor to change his initial position on the product or organization.

Probably everyone can learn to work with objections. But do not set rigid templates. Experts recommend memorizing about 25 classic objections, and when new ones appear, simply discuss and clarify them during trainings.

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Alexander Kuleshov
Alexander Kuleshov
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It happens that the client asks certain difficult questions, to which the seller finds an excellent answer. In this case, his experience begins to be adopted by others.

It is recommended to deal with objections according to general rules:

Let the client speak.

If possible, avoid discussions in the conversation.

Delay the price discussion.

Find points in the objections that you agree with.

Don't tell the client he is wrong.

Make a list of likely objections in advance.

When faced with difficult objections, try to switch your attention to the other person.

Be optimistic. An objection can be perceived as a signal of the client's desire to cooperate.

An example of such a conversation according to these rules:

- I'm sorry, but we can't consider your proposal at the moment, as the company is experiencing certain difficulties.

— I understand that everyone has their own difficulties. Not everything is perfect for us either. But let me clarify, are the proposals we have voiced really interesting to your organization?

- Yes, sure.

— So, if it weren’t for the current problems, we could cooperate?

- I suppose so.

- In that case, with your permission, let's discuss something again, and perhaps we will come to an option that is convenient for both parties.