1.
MANAGING OBJECTION
(Gulshan Sharma)
MBA (RATM),mathura

2.
OBJECTION

3.
STEPS OF OBJECTION HANDLING
1 •LISTEN
2
•ACKNOWLEDGE
3
•EXPLORE
4
•RESPOND

4.
TECHNIQUE OF OBJECTION HANDLING
Listen Acknowledge
Address the
Root Cause
Offer Solutions
Confirm
Understanding
Follow-Up Prepare

5.
COMMON OBJECTIONS
It’s not the right time
I don’t see the value
I have a better offer
I don’t have the budget
It” too expensive
I need to think about it
I already have a supplier
I’m not interested

6.
I’m not
interested
• lack of interest
• address their
specific
concerns.

7.
It's too
expensive
• Highlight the value
and benefits
• Financing options

8.
I need to
think about it
• Specific
objection
• Follow up
appointment

9.
I already
have a
supplier
• Why they chose
that supplier
• Highlight you
uniqueness

10.
I don't have
the budget
• Offer alternative
• more affordable
options
• How it help

11.
It's not the
right time
• Find out why it's not
the right time
• offer to schedule a
future follow-up

12.
I don't see
the value."
• Highlight the
benefits of your
product/service
• Offer a demo or
free trial.

13.
I have a
better offer
• Ask details of
that product
• Compare it with
our

14.
THANK YOU