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Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology
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Chapter 11
Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology
someone interrupts you? someone causes you to start talking about a different topic before youre ready?
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Chapter 11
Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology
Buyers Objections
Buyers objections are normal and natural part of the sales process, and considered a sales opportunity. Salespeople should do everything they can do to encourage the buyer to voice concerns and questions as hidden objections can't be dealt with.
An absolutely perfect product has never been developed
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Chapter 11
Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology
Think back to the last time you raised an objection during a sale. Why did you do it?
For the challenge to make the salesperson work hard for the order. Because of a lack of interest the salesperson did not qualify you or failed to help you identify a need. Procrastination to avoid making a decision. Due to a drawback the product did not meet your needs sufficiently.
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Chapter 11
Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology
Think back to the last time you raised an objection during a sale. Why did you do it?
Due to misunderstanding you may not have understood what the salesperson meant. Personal risk making a bad decision could have damaged your reputation.
Chapter 11
Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology
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Chapter 11
Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology
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Chapter 11
Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology
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Chapter 11
Questions answered Attitude about objections When are there objections? Reasons for objections The value equation Attitudes Postponing/ forestalling Response methods Angry customers Price objections Terminology