RESPONDING TO OBJECTION 2
Running head: RESPONDING TO OBJECTION.
Responding to Objection
Student’s Name
Institution Affiliation
One of the hardest tasks to a salesperson is convincing customers so that they can buy an extended warranty plan. This customer feels that the warranty is costly and it is rarely used. On the two objections, I would prefer to use two techniques to address the projection (Phibbs, n.d.). On objection of being expensive, I would address it by responding to the objection with a question and on the objection that it is rarely used I would address it using experience or testimonials as the way to respond to it (“Types of Objections and How to Handle Them,” n.d.). First, since the customer says that the price is very high, I would come up with the right question such as “why do you feel that it is expensive to you?” that will enable me to engage the customer in a dialogue and that will finally help me solve the problem that the customer had.
Secondly, the customer says that the warrant is rarely used, and for me to address this problem I would give the customer examples of past experiences and testimonies from other customers who bought the same item and felt that the warrant was not necessary since it is rarely used (“You are being redirected..,” 2014). After some time they came back complaining they regret not buying the extended warrant since their laptop got a mechanical problem and they had to buy another one.
In the first technique, whereby I responded to the objection using a question, I was able to start a dialogue that enabled me to come to terms with the customer and opted to buy the warrant. On the second technique, I used testimonies since they are very powerful in convincing the customers since they give examples on the past occurrence.
References
Phibbs, B. (n.d.). The Key To Selling Extended Warranties In Retail Stores. Retrieved from http://www.retaildoc.com/blog/the-key-to-selling-extended-warranties-in-retail-stores
Types of Objections and How to Handle Them. (n.d.). Retrieved from http://2015books.lardbucket.org/books/powerful-selling/s14-02-types-of-objections-and-how-to.html
You are being redirected… (2014, October 19). Retrieved from http://www.theideahunters.net/2014/10/19/answers-to-sales-objections/