Final answer:
Two examples of objections during a sale are price objections and need objections. Addressing these effectively is crucial for successful sales. The foot-in-the-door technique is a strategy to gain compliance by starting with a small request and moving to a larger one.
Step-by-step explanation:
Customers may raise various objections during a sale, which need to be anticipated and managed by the seller. Two common examples of objections include:
- Price objection: A customer might feel that the product or service is too expensive or not worth the price tag.
- Need objection: A customer might be unconvinced that they need the product or service being offered or that it does not meet their current needs or priorities.
Objections are an inevitable part of sales conversations, and effective sellers must be skilled at addressing and overcoming them. Counterarguing, providing additional information, or demonstrating the value can all be methods used to reassure a possible buyer facing uncertainties. The foot-in-the-door technique is a compliance strategy where a small request is followed by a larger one, increasing the likelihood of agreement to the larger request based on the prior commitment.
When discussing objections within a proposal or solution context, it's crucial to focus not only on objections to the problem but also to the solutions presented. This involves a thorough understanding of the potential counterarguments and developing a strategic response that shows why the proposal is both necessary and worthwhile.