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Addressing Concerns and Earning Commitment

8. Addressing Concerns and Earning Commitment. Learning Objectives. Explain why it is important to anticipate and overcome buyer concerns and resistance. Understand why prospects raise objections. Describe the five major types of sales resistance. . L. L. L. 1. 2. 3.

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Chapter 8

Chapter 8. Addressing Concerns and Earning Commitment. Knowledge Checklist. In order to build prospect commitment, salespeople must understand: How customers/clients use products How salespeople can increase value to prospects How prospects measure success

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Addressing Concerns and Earning Commitment

Addressing Concerns and Earning Commitment. Module Eight. Learning Objectives. Explain why it is important to anticipate and overcome buyer concerns and resistance. Understand why prospects raise objections. Describe the five major types of sales resistance. . Learning Objectives.

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1.01k views • 18 slides

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Ask trial commitment questions - PowerPoint PPT Presentation

Addressing Concerns and Earning Commitment

Chapter 8

Addressing Concerns and Earning Commitment