Sales objections and handling

Problems raised by prospects in the course of presentations or when asked for orders. There are two types of possible objections from the prospective customers. First are psychological and second are logical. To handle these objections a sales person should maintain a positive approach, ask the buyer to clarify the objections, question the buyer in a way that the buyer has to answer his or her own objection, denies the validity of the objections, or turn the objection into a reason for buying. Handling and overcoming objections is an art and part of the broader skills of negotiation.