fos chapter 12

fos chapter 12 - CHAPTER 12 Welcome Your Prospects...

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CHAPTER 12 Welcome Your Prospect’s Objections LECTURE OUTLINE I. THE TREE OF BUSINESS LIFE: OBJECTIONS A. If a customer has a valid objection, and the customer does not need your product, leave. B. If the customer is incorrect, politely show them how your product will help them, and do it to help them not just to make the sale. II. WELCOME OBJECTIONS! A. Learn to accept objections as a challenge which, when handled correctly, will benefit you and your prospect. B. If you fear objections, you will fumble your response, often causing you to fail . III. WHAT ARE OBJECTIONS? A. Sales objection - a prospect's opposition or resistance to the request of the salesperson. B. The prospect who presents objections is often more easily sold on your product. IV. WHEN DO PROSPECTS OBJECT? - At any time during your sales call - from introduction to close. V. OBJECTIONS AND THE SALES PROCESS A. Inexperienced salespeople finish their presentation and wait for the prospect’s response. B. Experienced salespeople use a trial close. C. How to move to the real close: 1. If the prospect reacts positively - move to the close. 2. Answer objections and ask another trial close to determine if the objections have been met, and then move to the final close. 3. Be prepared to determine if there are other objections. 4. If an objection has not been overcome, then move back to your presentation.
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VI. BASIC POINTS TO CONSIDER IN MEETING OBJECTIONS A. Plan for objections. B. Anticipate and forestall. 1. Anticipate objections. 2. Forestalling an objection involves the salesperson discussing an objection before it is brought up by the prospect. C. Handle objections as they arise. Postponement of objections may result in: 1. The prospect not listening. 2. The prospect feeling that you are hiding something. 3. The appearance that you also feel it’s a problem. 4. The appearance that you’re not able to answer because you do not know the answer. 5. The appearance that you are not interested in the prospect’s opinion. D. Be positive! 1. Use positive body language and smile.
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This note was uploaded on 02/02/2012 for the course MKTG 305 taught by Professor Futrell during the Spring '11 term at Radford.

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fos chapter 12 - CHAPTER 12 Welcome Your Prospects...

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