3.

(a)forestalling: - If the salesperson is aware of an objection that comes up every time during
the or sales modulation than salesman can raise the objection by himself and he can converse it
with a prepaid argument. This method used in sales practices is known as Forestalling Objection.

(b) Direct Daniel· This method requires directly disprove or denying what possibility had stated.
It is considered a high-risk method. But in few cases what the candidate has expressed or
believes may be very wrong or confused. If in any case the confusion is left naked, the candidate
probably may not buy.

(c) Indirect Daniel: -This method is used in handling a buyer's grumble by at first confessing the
validity of the complaint in order to maintain affinity but then offering evidence to disprove the
objection and sometimes also known as the 'Yes but... Method.'

(d)Boomerang: - Boomerang method is used to flinging a buyer's complaint back as a reason for
buying a product. For example, if a customer objects that he or she cannot buy or afford the item.
a salesperson might have to answer, "Yes, but can you afford not to buy it? This me1h referred to
as the Translation Method.

(e) compensation: -This sales method is the most commonly used method by companies to catch
their sales target every month. It is also known as Sales Compensation. It is a reward given to an
employee in exchange for his best services for the company. This method can be included in
basic salary, bonuses, incentives and commissions.

(f) External Reinforcement: - In simple words, external reinforcement method is for

authentication of fit, choice. applicability and value. Buyers will buy after a due examination of
these factors. whether these factors are provided by you or by your competitors.

g. Questioning or Assessing -Having listened to and acknowledged the person, assess the
situation. This may mean asking various questions to probe for further detail. You know when
you have completed the assessment stage when you can fully empathize with the person's
objection.

h. feel-Felt-Found- By empathizing with how they feel, you are building harmony with them to
create rapport. When you talk about how somebody else felt, you move the focus to a more
objective place which they are likely to trust more. This also makes them a part of a group such
that they do not feel alone. When they are attached to that group, then you move the whole group
by telling how the person in the group changed their mind. The buyer, being attached to the
group, should change their mind at the same time
I. Coming-to-that- Taking a different perspective has a dual effect, first of reframing to create a
different attention and a new understanding, and secondly of distracting from what might be a
difficult issue to resolve.
j. Re-stating the Objection- Words are 'little packets of meaning' and can have complex schema
associated with them, as the deeper aspects of linguistics show. Changing just a word changes
the meaning of what is being discussed, looking at it in a different light.
k. Superior Feature- This method is similar to the indirect method explained above except that
here the salesman admits the validity of the objectify but offsets the objection by a superior point
of greater advantage. Thus, in this method, he, points out an advantage which is supposed to
compensate for the objection. For example, if he is selling shirts and the prospect says, “This
cloth does not seem to be of the best quality”, by using this method he would say- “You are quite
right, Sir. This cloth is not of the best or highest grade. If it had been, the price would have been
considerably higher”.
l. Base Shifting Method- By accepting their objection you are accepting them as a person, and
the additional harmony and rapport created may be enough to overcome the objection. Refusing
to answer their objections now may also be a power play, where you are demonstrating authority
and control over the situation. If you can get away with it, they may cede more power to you.