12_Sample Objections.docx - John Yeager Section 2 SAMPLE OBJECTIONS 1 AGE RELATED \u2013 \u201cHow old are you?\u201d \u201cYou look young?\u201d \u201cHow long have you

12_Sample Objections.docx - John Yeager Section 2 SAMPLE...

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John Yeager Section 2 SAMPLE OBJECTIONS 1. AGE RELATED – “How old are you?” “You look young?” “How long have you been selling?” Clarify: “Would you feel more comfortable with an older sales rep.?” Respond: “I can guarantee that my company does not send unqualified reps. into the field.” Confirm: “Do you feel comfortable to proceed?” - 2. WRONG DAY – “Are we meeting today?” “ I thought the meeting was next week?” Clarify: Were you under the impression we were scheduled for another time? Respond: Are you still available for the time we had scheduled or would it be better for next week? Confirm: Does this work with your schedule as expected? 3. LATE – “I don’t make scheduling mistakes – you were supposed to be here an hour ago!” Clarify: So you’re saying I have the wrong time. Respond: Would you rather reschedule to the same time tomorrow or at a more convenient date for you? Confirm: Does that solve this schedule mix up? 4. OBJECT TO THE AGENDA– “Let’s just cut to the chase. How much is this going to cost?”
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  • Fall '11
  • patpallentino

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