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Call Structure and Dealing With Objections

Call Structure and Dealing With Objections. Media Selling, 4 th Edition. Call Structure. Greeting New information Opening Recap and purpose Discussion Dealing with objections Conditions Discussion tactics Summary and close. Dealing With Objections. Probe to understand.

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Call Structure and Dealing With Objections

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  1. Call Structure and Dealing With Objections Media Selling, 4th Edition

  2. Call Structure • Greeting • New information • Opening • Recap and purpose • Discussion • Dealing with objections • Conditions • Discussion tactics • Summary and close

  3. Dealing With Objections • Probe to understand. • Compliment, restate, and get agreement. • Empathize, reassure, and support (feel, felt, found). • Use trial closes • Forestall objections • Use “Yes, but…” and compare. • Use case histories (case studies). • Use “coming to that…” • Pass on objections.

  4. Dealing With the Price Objection • Continually talk about quality • Break price into smallest possible units • Talk value, not price. • Refer to investments, not costs

  5. Discussion Tactics • Vary your style. • Contrast • Movement • Novelty • Use equivalencies. • Narrow down objections and reconfirm. • Change the basis for evaluation. • Reassure doubts. • Evaluate reactions.

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