chapter 8 - Module Eight Addressing Concerns and Earning...

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Addressing Concerns and Earning Commitment Addressing Concerns and Earning Commitment Module Eight
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 8: Addressing Concerns and Earning Commitment Learning Objectives Learning Objectives 1. Explain why it is important to anticipate and overcome buyer concerns and resistance. 2. Understand why prospects raise objections. 3. Describe the five major types of sales resistance.
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 8: Addressing Concerns and Earning Commitment Learning Objectives Learning Objectives 4. Explain how the LAARC method can be used to overcome buyer objections. 5. Describe the traditional methods for responding to buyer objections. 6. List and explain the earning commitment techniques that enhance relationship building.
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 8: Addressing Concerns and Earning Commitment Setting the Stage Setting the Stage 1. What did the Merril Lynch salesperson quickly discover was his real job? 2. In the vingette , the Merrill Lynch sales representative describes an opportunity to develop a relationship with a very important client. Ultimately, the secret to gaining the customer’s commitment was to do what? Addressing Concerns
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 8: Addressing Concerns and Earning Commitment Objection (Sales Resistance) Objection (Sales Resistance) Anything the buyer says or does that slows down or stops the buying process.
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Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 8: Addressing Concerns and Earning Commitment Reasons Why Prospects Raise Objections Reasons Why Prospects Raise Objections The prospect wants to avoid the sales interview. The salesperson has failed to prospect and qualify properly.
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