“Objections are Opportunity,

Welcome them...”
Objections are any query which Drs
throw at us for an answer before
prescribing or taking up our
brands…
• Welcome objections – no
objection, no sale.
– If they weren’t interested, they
wouldn’t bother to object.
• Figurative and literal objections
– Figurative are not real – they
are negotiating tactics and can
be ignored.
– Literal objections are real and
must be addressed.
Overcoming Objections
• Probe to understand.
• Compliment, restate,
and get agreement.
– “I’m glad you
brought that up.”
– “You believe our
prices are too high.”
– “Is that right?”
 Types of
Objections

Relevant Unspoken Subjective Irrelevant

Qualms Disgruntle Disgruntle Misapprehension

Misapprehension Qualms
• A) UNDERSTANDING OBJECTIONS
– Selling points are designed to convince and create (or discover) demand for your
product/service
– But prospects sometimes do not
• _________________________________________
• _________________________________________
_______________________________________________________________
__________________________________
And thus raise questions and objections during your presentation
Recall, we want to secure agreement from the customer that specific benefits
to them are recognized as we are
________________________________________
Overcoming Objections
Anticipate probable
objections/Queries/Concerns well
in advance frame your answer with
an partial agreement that too Avoid
word ‘BUT’ its very annoying to Drs
instead use ‘I agree with you
however’ followed by answer.

No Plan = No Sale
Overcoming Objections
• Empathize, reassure,
and support (“feel, felt,
found”).
– “I understand how you feel.”
– “Other customers have felt
the same way at first.”
– “But they found that they
were able to improve their
ROI that more than paid for
the information.”
• Use trial closes.
• Forestall objections
before they come up.
• Use “Yes, but…” and
compare.
• Use case histories
(case studies).
• Use “coming to
that…”
• Pass on objections
Dealing With the Price
Objection
• Hope it comes up; otherwise
you’ve underpriced your product.
• Always talk quality – create value.
• Break price into smallest possible
units.
– “Pennies a day”
• Talk value and ROI, not price.
• ‘STOP’
Stop,Listen,Understand,Acknowled
ge, Check for acceptance
Conditions
• Conditions
– Can’t be overcome;
they are legitimate
reasons for not
buying.
• Keep the relationship
– they’ll be back.
 Summary
• Welcome objections.
• Probe to understand.
• Use trial closes.
• Use case studies.
• “You get what you
pay for.”
• They’ll be back.
•Apply ‘PACT’?
• Pause & Probe to understand.
• Acknowledge the point of discussion is valid
• Clarify the fact pointed by Dr may be he may
have misunderstood.
• Transition shift him convincingly from
skeptical to trustworthy
•Apply ‘PACT’?
• Pause & Probe to understand.
• Acknowledge the point of discussion is valid
• Clarify the fact pointed by Dr may be he may
have misunderstood.
• Transition shift him convincingly from
skeptical to trustworthy
 Apply, Adopt !
• STRATEGY for HANDLING OBJECTIONS

– Try to keep emotions

________________________
________________________
-Show the capacity for participating in
the feelings or ideas of another

Cardinal rule is AVOID Argument

however don’t leave unanswered !
 Handle Objections When
If you postpone . ________________________
. . you may
_______________________
or cause a
_________________________
prospect may become
________________________
• Occasionally you may have to postpone but be sure you
come back to it. Postpone if …
• ______________________________________
• __________________________________

15
 When to Quit?
• The customer may have either revealed or unrevealed

• When you realize you

• Accept it gracefully.
– Thank the customer and leave.
• If you’ve been honest and sensitive to their needs, you’ll
have another chance at a later time
 Know When To Quit
There is no single answer for how persistent
to be, other than

Pushing too Not pushing

hard can easily hard enough
Repair all... Prepare all…Complete all... Move ahead of schedule...
Prepare for later …You had time… to be one step ahead when it all

restarts
Prepare to Earn them all..
• Value Incentive
• Platinum Incentive
• Star Incentive
• Brand Incentive
Happy Sale…
All The Best!