Handling Objections
To begin with, objections are categorized into two broad categories, namely hopeless complaint and secondly the valid objection meaning it can be answered fully. An objection that cannot be solved is referred to as a desperate objection. It is challenging for a salesman to overcome such a complaint. It is, therefore, a fault for a salesperson to make little or no sale just because he was unable to provide information on how he could meet the buyer’s needs.
In the case of a valid objection, the salesman can answer; True objection is further divided into two types that are minor and major.
Objections can be raised by many customers more so during sales presentations and performances. Therefore, this requires the salesman to be politer in speech as well as try to apply diplomatic means to handle the objections and questions that the customers pose. The personal experience of the salesman and the application of knowledge in answering the posed question is highly needed to avoid losing the customer and influence him/her to agree to the presentation. It is also essential that the salesman portrays skills hand in hand with professionalism in ethical and moral behavior whenever he/she is handling the queries from the targeted customer.
Jamison has handled many sales presentations to various customers according to the scenario given. Still, here he finds himself falling short of answers when he is handling an objection that is posed about an error that occurred earlier in a particular company by a customer. Jamison tries to control the objection, although he portrays bad character against professionalism ethics since he is termed as arrogant and also rude in his answers when he blames the inexperienced, ill operator who was not prepared to meet the customers’ needs at the end. He tries to escape the objection by rudelyattacking the operator in the company. This clearly states that Jamison did not well handle the situation since he left his customer very embarrassed, and this situation can lead to the loss of many potential customers in various companies who have the same thought just like the customer who posted the objection.Therefore, Jamison should have considered the fact that being the image of the company he worked for consequently, he should try as much as possible to win the trust of the customers for him to expect more customers hence more sales.
Jamison, the salesman, should have tried to handle the objection better than before by accepting the mistake and taking the blame for the error and try to give likely explanations to the customer that the incident taught him a lot. He realized the need for a thorough program for training the operators who would be responsible for handling the machines carefully so that it could prevent further errors whenever they are using the same product. Hecould further state that he was just a short distance away to pick a call for helping out a client who needed help. Through the explanation given, this could restore the trust of the customers and convince them to buy the product yielding too many sales for the company.