Chap12 - Chapter 12 WelcomeYourProspects Objections Chapter...

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Welcome Your Prospect’s  Objections Chapter 12
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C h a p t e r 12
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12-3 Main Topics Main Topics The Tree of Business Life: Objections Welcome Objections! What Are Objections? When Do Prospects Object? Objections and the Sales Process Basic Points to Consider in Meeting  Objections Six Major Categories of Objections
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12-4 Main Topics Main Topics Techniques for Meeting Objections Technology Can Effectively Help Respond to  Objections! After Meeting the Objection—What to Do? In All Things Be Guided by the Golden Rule
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12-5 The Tree of Business Life:  Objections Guided by  The Golden Rule The Golden Rule : Welcome objections Remember that objections may  allow you to answer the prospect’s  concern(s) Realize your product or solution  may not be for everyone If it is not for a particular customer,  thank him and politely leave If it would benefit the customer,  politely, professionally, and  ethically, show how the product  could be useful Handling objections truthfully  shows you provide ethical service  in order to build true relationships I T C E t h i c a l S e r v Builds u Relationships T T T T T T T T T T T
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12-6 Selling Process Buyer’s Mental Steps Prospecting Preapproach Follow-up & Service Approach Presentation Trial Close Determine Objections Meet Objections Desire Conviction Present Marketing Plan Availability, Delivery, Guarantee, Merchandising, Installation, Maintenance, Promotion, Training, Warranty Explain Business Prop List Price, Shipping Cost, Discounts, Financing, ROI, Value Analysis Suggest Purchase Product, Quantity, Features, Delivery, Installation, Price M oney A uthority D esire Action (Purchase) Attention Discussion Sequence Presentation Discuss Product Present Marketing Plan Explain Business Proposition Suggest Purchase Discuss Product S how F eature E xplain A dvantage L ead into B enefit L et Customer Talk Interest Trial Close Close The Parallel Dimensions of Selling*
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12-7 Welcome Objections! Accept objections as a challenge People do not want to be taken advantage of Learn to overcome objections
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12-8 What are Objections? Opposition or resistance to information or  the salesperson’s request is             an  objection
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12-9 Prospect may object any time during sales call Always be ready to handle a prospect’s objections When Do Prospects Object?
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12-10 Objections and the Sales Process Objections can occur at any time When objections occur, quickly determine  what to do
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12-11 Exhibit 12-1: When Objections Occur,  Quickly Determine What To Do
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12-12 Basic Points to Consider in Meeting  Objections Plan for objections Anticipate and forestall Handle objections as they arise –   postponement may cause a negative mental  picture or reaction Be positive Listen – hear them out
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This note was uploaded on 02/01/2012 for the course MAR 08 taught by Professor Staff during the Spring '08 term at Youngstown State University.

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Chap12 - Chapter 12 WelcomeYourProspects Objections Chapter...

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