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OVERCOME SALES RESISTANCE

OVERCOME SALES RESISTANCE. Identify effective responses to sales objections Determine a strategy for countering objections. Identify Objections. Sales excuses Disinterest Unlikely to buy Sales objections Not enough information to make a buying decision

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OVERCOME SALES RESISTANCE

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  1. LESSON 5.2 OVERCOMESALES RESISTANCE Identify effective responses to sales objections Determine a strategy for countering objections

  2. 5.2 Identify Objections • Sales excuses • Disinterest • Unlikely to buy • Sales objections • Not enough information to make a buying decision • Excellent opportunity to pinpoint real need

  3. 5.2 Types of Objections • Objections with no solution • Unfamiliar brand or manufacturer • Customer does not believe product or service fits need • Customer believes quality will not meet needs • Service is an issue • Time is an issue • Customer thinks price is too high

  4. 5.2 Price Concerns • Tactics to reduce customers’ price concerns • Special sales • Credit options • Delayed payment • Delayed interest charges • Trade credit

  5. 5.2 A Strategy for Handling Objections • Acknowledge and welcome customer’s question or concern. • Clarify what the customer means. • Answer the objection. • Ask if you have answered the question. • Ask about other concerns. • Ask if the customer is ready to buy.

  6. 5.2 Do’s and Don’ts for Dealing with Objections • Allow the customer to speak without interruption. • Use active listening, and maintain eye contact. • Respond with a positive attitude and enthusiasm. • Give complete answers, and check your understanding frequently. • Don’t tell customers they are wrong or do not understand. • Don’t argue with your customers. • Think of objections as requests for information, and provide it in a logical, professional way.

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