This document discusses how to handle sales objections by asking questions to better understand customers' needs and pain points. It recommends asking high-value questions early in the sales process to gain insight, position your solution's value, and eliminate objections. Some key questions mentioned include asking what is most important to the customer, why it's important, what impact current problems are having, and what solving those problems would mean to them. The deeper you dig with questions, the more insight you'll have to position your solution and overcome objections.

1. Handling Sales Objections
Author: Lokender Yadav
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2. How often do you hear…
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3. “We’ll think about it.”
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4. “We’ll think about it.”
“I need to check with
(someone).”
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5. “We’ll think about it.”
“I need to check with
(someone).”
“Your competitor is
cheaper.”
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6. “We’ll think about it.”
“I need to check with
(someone).”
“Your competitor is
cheaper.”
“We don’t have the
budget.”
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7. Objections often get in the way…
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8. but…
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9. you can
eliminate most objections 9

10. by asking more questions…
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11. …early in the sales process
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12. People express
objections because…
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13. They don’t see the value of your
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14. They don’t see the value of your
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15. The best way to deal with this is to…
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16. Adapt your presentation.
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17. But…
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18. You can’t do this without
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19. You can’t do this without
learning more
about their
situation.
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20. Learn to ask high-value
questions
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21. “What is most important
about…”
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22. “What is most important
about…”
“Why is that important?”
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23. “What is most important
about…”
“Why is that important?”
“What impact is that having on
(sales, profits, etc)?”
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24. “What is most important
about…”
“Why is that important?”
“What impact is that having on
(sales, profits, etc)?”
“What would it mean to you if
that problem was solved?”
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25. The deeper you dig…
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26. The deeper you dig…
…the more insight you will gain 26

27. The more insight you have…
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28. The more insight you have…
…the better you
can position your
solution.
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29. The better you position
your solution…
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30. the more value
you show.
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31. the fewer
objections will be
stated.
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32. Few sales trick to create Magic
In SALES
Sales trick #1. Offer fewer choices
Sales trick #2: Propose something less
attractive
Sales trick #3: Appeal to emotions
Sales trick #4. Talk about NOT buying
Sales trick # 5. Gain agreement on
something small
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33. kiLLER Questions
Open the meeting by asking questions, rather
than rushing straight into a sales pitch.
Find out what your target buyer wants and
what they dislike about their current supplier. “
A real sales pro will pull out the pain and the
hurt that the prospect is experiencing
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34. 34
Classical method to eliminate
objections….

35. 35
This chapter comes to an end but story will
continue……