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handling the hidden objection
1..You have to know the past history & need patience to handle such case
2..You have to understand NON verbal indications
3..Hit the nail on the head & ask openly making him speak
4..Check if it is a ego issue.
The prospect should not be pushed for sales rather be given confidence that the decision is of very high importance and may not rushed into. Also the prospect should be given a few moments so as to make them feel that the sales person is with them and then be asked in a quite, persuasive manner on what circumstances/reasons are stopping them from taking a decision.
The reason could either by money or others. If it is money or others, then the same need to be addressed thro' another set of questions.
The buyer should not be pushed any further. The buyer's thoughts should be gently guided towards a conclusion. The buyer must feel as if there is no undue influence and a voluntary decision is in the making. In such situations it is imperative that one stops acting a salesman but becomes a team player with the buyer.
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