The document discusses how to handle objections when making sales. It provides steps to objection handling: listen, acknowledge, explore, respond. It also lists common objections like "it's not the right time" or "I don't have the budget" and recommends techniques to address each objection such as highlighting value, offering alternative options, and following up.

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