Company (Source) Objection (C) Resistance to a product/service that results when a
buyer has never heard of or is not familiar with the products company.
Examples: Your company is too small to meet my needs.
I have never heard of your company.
1. What is building goodwill?
2. What is adding value? And how do you do it?
3. Why is it important to assess customer satisfaction?
4. How do you assess customer satisfaction?
5. The four sequential components of effective follow-up: In
What is Account Classification? Know the 2 Types (Single-Factor Analysis, and Portfolio
Analysis) * See Figure 2
Definition of Account Classification The process of placing existing customers
and prospects into categories based on their potential as a cus
Know about Recruiting and Selecting Salespeople and How to Train Them
Recruiting and Selecting Salespeople - When developing the Sales Force there are
three steps when recruiting and selecting sales talent:
Step 1: Planning for Recruitment and Selection I
What is Deal Analytics?
Definition of Deal Analytics Smart sales force automation tools that analyze
data on past customer behavior, cross-selling opportunities, and demographics to
identify areas of opportunity and high customer interest.
1. Know all abo
Develop the Sourcing Strategy
How does a buy-back contract work? Whats the major drawback with this contract?
How does a revenue-sharing contract work? Why did it receive limited acceptance in
Addressing Concerns & Earning Commitment
1. Sales Resistance: What is it?
2. Major categories of objections and how to respond to these objections.
3. Most common objective
4. LAARC: Know the five steps; also know how to pronounce it cor
What is an Effective Goal?
Properly developed, and effective goals, share three key characteristics:
Realistic (yet challenging) Goals should be Realistic and Reachable.
When goals are set beyond what is possible, goals cease to motivate and
1. Most Common Objection:
Price Objections Most sales experts agree that price is the most common form of
buyer resistance. Price objections probably occur more frequently than any other type.
2. LAARC: Know the five steps; also know how to pronounce it c
Approaches to Overcoming Objections
Direct Denial A response to buyer objections in which the salesperson tells the
customer that he or she is wrong.
Indirect Denial A response to buyer objections in which the salesperson takes a
softer more tactful appro