How to Tackle the objections from Prospects.

No one in the sales field can say that they close the deals without facing any objections from the customer, The ability of any skilled sales person will be tested at this point only.

In today’s post we will be discussing what type of objections or resistance you can face from prospects and what are the possible ways to handle those objections so you can try converting the prospects into customers.

The types of objections from the prospects.

Objection No: 1 Prospect is not ready to buy the products and services at a time you approach them. Action: Keep Patience, wait but don’t skip the follow up. Please keep in mind that the person you are facing is not your customer yet, and you are trying hard to convert him into customer. So its important for you to understand his points of view and respect him by let him decide when he wants. Remember Customer will buy only when they want to not when you want to sell. But You can ask them at what probable date they will be taking decision about their offer, keep reminder in your smartphone and don’t forget to call on the same date.

Objection No 2:  Customer says that he is satisfied with his existing supplier.

Action: Focus on benefits which are unique to your product or service Focusing on benefits which are unique to your product or service and are relevant to your customer’s long term objectives. This will be very easy if you do your homework of studying prospect’s existing vendors for your product and service.  Remember to focus on the long term advantages gained by using your product and service.

Objection No 3: Prospect’s reply is that they don’t have budget for your products and services. Nowadays every decision maker will not forget to include the recession in interaction where purchasing is involved, meaning they will not simply accept the products and services at price offered by you. Action here should be focus on the value proposition offered by your products and services. Action: Convince your prospects that the benefits they will gain after making purchase of your products and services are far higher than the cost they incur. Try to focus on the pain they will get if they don’t buy your products and services.

Objection No 4: Prospects are looking for one particular specification of product and your product doesn’t comply with that specification.

Action: Neutralize the value of specification what customer is looking for. Yes that’s tough but you have to dig deep into your products  features and benefits, Here we accept by default that your company must have come across this particular specification while developing the product but your product must have some benefit which can neutralize the value of that specification which can be found out only by studying hard your product’s features and benefits.

In future post we will highlight some more objections you can face while meeting with your potential customer, Keep visiting the blog. Taher Parawala

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Daily Activities of a Sales Rep

In this hyper connected world, we as a sales people are too much stressed to fulfill our responsibility on time effectively.

To complete all our tasks of day we must plan and without planning everything will mess up which will ultimately lead to the loss of time.

Following are the steps if performed carefully and regularly can relieve some of the tensions, the objective of this article is to understand what should one do to avoid the congestion of activities in our day to day work life particularly those who are working in the sales field.

1) Set the daily goals to achieve.

Set the goals to close the number of deal by end of the day, Set the goals to meet the number of prospects before end of the day. The reason is once you set the goals and committed to achieve the goal before end of the day you will be much more relaxed by the end of the day (Even if you could not achieve the goal, trying to achieve the goal will make you feel comfortable at the end of the day and plan for achieving the goals which are unmet.)

2) Call Your Existing Customers.

The very beginning hours of your day should start with calling your customers who have purchased or used the services yesterday, day before yesterday or even 15 days back. You can just ask them how they are benfiting with the products or service you have offered them.  Calling them and hearing good words will keep you motivated about your work.

3) Call Prospects

The focus of any sales rep should be to keep the pipeline full with prospects, and leads, Make a list of prospects you want to contact in a day, week, month. Make a progress report after meeting with each prospects and follow up with them for turning them into customers.

4) Review the Progress of  your target to be achieved.

You, Myself and we all who are in this exciting field of sales are burdened with monthly, quarterly targets. You must keep close watch on the sales achieved so far and how you would proceed with the remaining days of the month to achieve the target. What you have achieved, what needs to be achieved, How it should be done . Your mind must be thinking in that direction all the time.

5) Networking

Keep connected with your prospects, customers. You can use social media network like facebook, Twitter, Linkedin etc getting connected with your customers. Word of caution is that you must allocate small fraction of your time so that it doesn’t  into your other routine job.

6) Recall Past win of major deals, analyse and learn from it.

Everyday,  if not every day every two day or every fortnight you would be closing some deals and bringing hard earned money into your companies pockets. And to close the deal you must be facing some objections before closing. Why don’t you keep record of objections you face with the customer while prospecting and how you overcome them. Point is that if you win the deals you can apply same rules to other prospects also.

7) Keep track of Payments.

The payment option varies from organization to organization, Every organization which are giving credit lines to their customers, must get their payments on time to run day to day business. As a sales rep your task should be keeping list of outstanding amount of your customers, You can remind them to pay the payment on time. Word of caution is sometime due to pressure Sales reps loose the temper and they hamper the relations with their regular customer. You should be very careful with your words while asking for the payment.

8) Review the Progress at the end of day.

What you have targeted at the start of the day, and what you have achieved, If you missed why you missed and now how you would plan your tomorrow.

Following above simple steps will keep you much relaxed and help you achieve your goals, targets smoothly.

Taher Parawala

You can contact me for any advise

Customer Loyalty: Important steps for Sales People

Day by day its not only becoming expensive to acquire new customer but difficult also for any organization.

The take of the day is to keep the existing customer bonded strongly with organization and leverage them to expand the organization’s business in way both customer and organization benefits in long term

Lets look at the definition of loyal customer first, The loyal customer is one who buys more, stays longer with organization and bring new customer by word of mouth publicity.

Important point to note here is that Sales People play key roles to keep the customer loyal with their organization because they are the one who comes directly in touch with the customer.

Lets look at why customer will switch over to competition..

There are mainly two reasons: 1) Customer becomes dissatisfied with the organization and start searching with other option.

2) Competition is offering more benefits in same value and overall long term benefits are seen larger with the competition.

To nullify the effects of situation mentioned above Sales People have to be extra alert while dealing with the customer., you have to keep a  three dimensional watch on the customer.

1) Keep close track of all transaction between you and your customer.

Always let them feel that there is only one and that is you and your organization only there  who can serve them  with better products, better value and services. Never let them feel about the competition , You will sense the smoke of fire if your customer is looking for other supplier or your competition. That you have to sense and take action at early stage to avoid the switch of your regular customer.

2) Understand Customer’s requirement from his point of view.

You have to place yourself in customer’s shoes and think of their requirement from larger view points, Think about their future requirements, The more you will show them long term benefits the more he will stay with you.

3) Under Promise, Over Deliver.

Believe me, your customer will be delighted with extra benefits which you have not promised but you give. He will regard you as genuine promise keeper. This can be done by offering some benefits which are not promised in your product or service presentation but you highlight them or show them actually when your customer buys them..

4) Surprise is the name of game.

Giving what your customer might have not thought about, an extra benefits, an extra service, anything which can take you one step above than your customer.

5) Keep in mind 3S

Survey: Keep a track of their feedback about your product or services, the value you offer to your customer, the price factor, the after sales service etc. Sales people should keep close watch on the trend of their regular customer, Remember you can get the trend by having informal surveys like just asking simple question.. ” Sir your prestigious company is associated with our organization, I hope your are well satisfied with our products benefits?? “”  If they are not satisfied they will let you know even their body language can tell you about that

Study: If you are taking surveys about your customer, you should regularly study, analyse the results and bring it to your senior people. You can bring the trend to your senior people’s notice.

Supervise: Taking charge of your customer’s loyalty programs, I know in most of organization this is being done by marketing department. But as a sales people you can run your own small loyalty programs which is like giving thank you cards after achieving targets

6) Show them You care

Sometimes you have to be more personal than professional, try to get some personal information about your customer, that information will be helpful to show them that you care. Like Sending Birthday card, Annivarsary card are some of them.

Sales People are like armies who are in front line of the organization and come direct contact with the customer as well as competitor. If you follow the points mentioned above, I am sure the chances of customer switching to competition will be much lower.

To your Sales Success.

Taher Parawala

Raj Pipes & Sanitary




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