| objections | statements of challenge or rejection by a prospect or customer of a feature, benefit, product or service, can be helpful to the sales process in that it can indicate about what a prospect or customer is concerned, allowing for a stronger sales discussion, objections can include a lack of perceived value in a product or service offering, a perception of an inferiority to a competitive offering, a lack of perceived urgency in purchasing the offering, an unknown internal political issue between departments, an unknown corporate initiative with an external party, a lack of funds to purchase the offering, an unknown personal issue with the decision maker(s) and an "it's safer to do nothing" perception by the prospect or customer
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