{"id":925,"date":"2020-10-16T15:19:00","date_gmt":"2020-10-16T13:19:00","guid":{"rendered":"https:\/\/www.saomad.com\/en\/?p=925"},"modified":"2021-09-13T13:15:05","modified_gmt":"2021-09-13T11:15:05","slug":"handling-objections-in-the-sale-of-doors-and-windows","status":"publish","type":"post","link":"https:\/\/www.saomad.com\/en\/handling-objections-in-the-sale-of-doors-and-windows\/","title":{"rendered":"HANDLING OBJECTIONS IN THE SALE OF DOORS AND WINDOWS"},"content":{"rendered":"\n<p>During sales, we are often put off by objections. And yet, there is nothing more natural than an objection.<\/p>\n\n\n\n<p>When a potential client raises an objection,&nbsp;<strong>it\u2019s because they are not convinced<\/strong>. The client is uncertain or has concerns that have not been cleared up. In short, you haven\u2019t sold your product to the client properly.<\/p>\n\n\n\n<p>The handling of objections should&nbsp;<strong>focus on preventing them<\/strong>. It is common sense to prevent objections rather than to \u2018solve\u2019 any objections made.<\/p>\n\n\n\n<p>Remember that&nbsp;<strong>one of the great principles of selling is the \u2018win-win\u2019<\/strong>&nbsp;(I win, you win) approach: either you both win or you both lose<strong>.<\/strong><\/p>\n\n\n\n<p>If you follow this principle,&nbsp;<strong>selling need not be a boxing match<\/strong>&nbsp;in which the client shoots out an objection and the salesperson parries with an answer, which then causes the client to shoot out another and so on.<\/p>\n\n\n\n<p>A \u2018bad\u2019 sale raises objections and, if you are receiving many objections, the first place to start looking for remedies is your presentation.<\/p>\n\n\n\n<p>You must reinforce your skill in handling objections if you are weak in this aspect.<br><strong>There are three phases in correctly handling objections<\/strong>:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li><strong>Ask again<\/strong>, to discover whether what is being said is the true objection. It is very important to be very sure about what is being asked;<br>&nbsp;<\/li><li><strong>Agree and curtail&nbsp;<\/strong>the scope of the objection. Agreeing does not mean you are saying: \u201cOh, yes, I quite agree with what you are saying\u201d which would make you lose the client. This is as bad as denying the objection, because it makes the client feel stupid. Rather, you are agreeing with the thought process, the reasoning that has led the client to make that objection. A good way of answering the client would be: \u201cYour observation is interesting, Mr.\/Ms. \u2026. Some of my best clients thought that too, but then they discovered \u2026\u201d;<br>&nbsp;<\/li><li><strong>Give an answer<\/strong>, but always remember that the client wants to be convinced.<\/li><\/ol>\n\n\n\n<p>The last phase envisages the answer to any emerging objections. The principles described above must be inserted in the sale pitch, also with reference to specific products. They have a general but not universal value.<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright size-full is-resized\"><img fetchpriority=\"high\" decoding=\"async\" src=\"https:\/\/www.saomad.com\/en\/wp-content\/uploads\/sites\/2\/2021\/08\/La-gestione-delle-obiezioni-nella-vendita-di-serramenti-1.jpg\" alt=\"La-gestione-delle-obiezioni-nella-vendita-di-serramenti\" class=\"wp-image-927\" width=\"511\" height=\"298\" srcset=\"https:\/\/www.saomad.com\/en\/wp-content\/uploads\/sites\/2\/2021\/08\/La-gestione-delle-obiezioni-nella-vendita-di-serramenti-1.jpg 800w, https:\/\/www.saomad.com\/en\/wp-content\/uploads\/sites\/2\/2021\/08\/La-gestione-delle-obiezioni-nella-vendita-di-serramenti-1-300x175.jpg 300w, https:\/\/www.saomad.com\/en\/wp-content\/uploads\/sites\/2\/2021\/08\/La-gestione-delle-obiezioni-nella-vendita-di-serramenti-1-768x448.jpg 768w\" sizes=\"(max-width: 511px) 100vw, 511px\" \/><\/figure><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Examples of objection handling<\/h2>\n\n\n\n<p>The client experiences being&nbsp;<strong>interrupted by the&nbsp;<\/strong><strong>sales person&nbsp;<\/strong>as a lack of respect. The correct approach is to listen carefully and in silence. The client will appreciate the fact that the salesperson is seriously evaluating the problem.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong><em>Agree and refute<\/em><\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Client<\/strong>: \u201cMy problem with your windows is that they cost more than those of your competitors\u201d<br><strong>Salesperson<\/strong>: \u201cIt\u2019s true, the initial cost is a little higher, but our windows ensure greater savings over time\u201d.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong><em>Flat denial<\/em><\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Client<\/strong>: \u201cI\u2019m afraid it\u2019s going to be difficult to keep this finishing as beautiful as when new\u201d<\/li><li><strong>Salesperson<\/strong>: \u201cNo, Ms. Smith, that\u2019s not so. The treatment and the paint used ensure long life to this window\u201d<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong><em>Weakening the objection<\/em><\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Client<\/strong>: \u201cI\u2019m sorry, I don\u2019t like this frame\u201d<br><strong>Salesperson<\/strong>: \u201cCould you explain more precisely what it is you don\u2019t like about it?\u201d<br><strong>Client<\/strong>: \u201cI don\u2019t like the wood \u2018pattern\u2019\u201d<br><strong>Salesperson<\/strong>: \u201cActually, this frame is sold in various different film colours and patterns\u201d<\/li><\/ul>\n\n\n\n<p><em><sub>Source: excerpted with small changes from: Barocco V., \u201cPorta al successo lo Show Room\u201d, Edizioni StudioCentro Marketing, Vicenza, 2020<\/sub><\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>During sales, we are often put off by objections. And yet, there is nothing more natural than an objection. When a potential client raises an objection,&nbsp;it\u2019s because they are not convinced. The client is uncertain or has concerns that have not been cleared up. In short, you haven\u2019t sold your product to the client properly. [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":926,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[19],"tags":[],"class_list":["post-925","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>La gestione delle obiezioni nella vendita di serramenti - Saomad<\/title>\n<meta name=\"description\" content=\"Una corretta gestione delle obiezioni si compone di tre fasi. 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