Objection Handling

Objection Handling - 6/17/11 Objection Handling CSilence is...

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Click to edit Master subtitle style 6/17/11 Objection Handling “Silence is not golden”
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6/17/11 Hunt and Bashaw’s on Sales Resistance Definition: l “anything that prevents the salesperson from moving the customer or prospect further along in the buying/selling process” l Current generalization is that they are only explicit l Key Skill: To identify and address objections before they are expressed explicitly l QUESTION: What are some common objections?
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6/17/11 Why? Objections 1. They don’t want it 2. They don’t need it 3. They think they can’t afford it 4. They don’t see enough value in it 5. They don’t see enough joy or pleasure in it 6. They don’t see it removing enough pain
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6/17/11 Hunt and Bashaw’s 2D classification of sales l Objections l Occur based upon what was stated by the salesperson in the dialogue between the salesperson and the buyer l Counterarguments l When buyers process information presented by sales people, which is counter attitudinal and attack the basis of buyer’s preexisting schema
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6/17/11 A Framework of Sales Resistance
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This note was uploaded on 06/17/2011 for the course BUS 720 taught by Professor Na during the Summer '11 term at McMaster University.

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Objection Handling - 6/17/11 Objection Handling CSilence is...

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