Role Play #3 -raaj - part 5.docx

Role Play #3 -raaj - part 5.docx - Role Play#3 Handling...

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Role Play #3 – Handling Objections Name: Amruthraaj Arun “I’m already satisfied” Objection Prospect: We really like your proposal but we are satisfied with our current event provider. Step 1 – Acknowledge the Prospect’s Concern Salesperson: So, you like our proposal but you think it’s not something very different for you to change the provider. Prospect: Yes, that’s right. Step 2 – Clarify the objection with a question Salesperson: So, you think there is no difference between us and your current event provider? Prospect: Yes. Step 3 – Provide Features, Benefits and Proof Salesperson: Our policy of eco-friendly décor products is what would make a huge difference to your company’s social image. This is would amplify your companies’ policy of practicing a green initiative. Here is a testimonial of one of our clients whose event went viral on social media as they had all eco-friendly products. Prospect: Oh Yes, this would surely add value to our event. Step 4 – Offer a Trial Close Salesperson: So now there is a big enough reason for you to consider our proposal.
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