Experience and training would enable him to deal with

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Experience and training would enable him to deal with the objections satisfactorily. The way and the time of answering questions or meeting objections depends upon the attitude of the prospects, the nature of the product and the type of objections. Listening attentively is the fundamental principle of over coming objections. The mere act of listening to the prospect is likely to feed his ego. Various methods are available to overcome objections viz. Direct Denial Method, Indirect Denial Method/Yes... But method, Superior point/Compensation Method, Boomerang Method, etc. Indirect denial method is invariably used in meeting most of the important objections. It removes the idea from the mind of the prospect inoffensively and courteously. Direct dental method may be applied when the objection raised is a false one, mostly due to ignorance of prospects. 4.6. Closing and Follow-up The main object of the salesman is to sell and hence closing the sale. It is said a poor closer is always a poor salesman. The ultimate goal of salesman is to get the order. The salesman should be expert enough to close the sales talk at the right moment and ask for the order. He should know the closing signal, including physical action, statements or comments. He can ask for the order, help the customer to select a particular product and offer special inducements to close the sale. Self confidence and positive attitudes help the salesman to secure favourable buying decisions. Follow-up action begins when the prospect signs the order and asks for delivery. He prices to remove any post-purchase problems. After sales service is a good example of follow-up action. The sale is said to complete when the buyer is satisfied. It is true that sale is made not in the mind of the salesman, not over the product’s place but in the mind of the buyer. The follow-up action also provides feedback to the salesman because if graces him a chance to evaluate his actions and persuasions. One should keep in mind that the close of one is the beginning of another. 5. AIDCA PROCESS In order to effect a sale, the salesman must persuade the customer to buy his product. This act of persuasion needs proper planning of the strategy and tactics. The customer must be taken through various stages of the mind. These stages are summarised by what is known as the AIDCA formula. Annamalai University
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156 Attention (A): It is the starting point in the sales process. The attention of the customer must be attracted to the product, the want what the product is able to satisfy and the buying motive to which the product appeals. Until the c ustomer’s attention is secured by the salesman, the sale process does not develop. At stage, the salesman informs the customer about his needs. He also informs him about the existence of products or services to satisfy his needs. The salesman induces the customer to think about the goods. In this way the prospect’s attention is attracted towards the product. The attention of the prospects may be attracted in many ways such as advertisements, display, etc.
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