HC BUSN 134 - FUNDAMENTALS OF SELLING (53 pages)

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FUNDAMENTALS OF SELLING



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FUNDAMENTALS OF SELLING

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Pages:
53
School:
Highline College
Course:
Busn 134 - Principles of Salesmanship

Unformatted text preview:

12 1 Welcome Your Prospect s Objections McGraw Hill Irwin Chapter 12 Copyright 2006 by The McGraw Hill Companies Inc All rights reser Chapter 12 12 3 Main Topics The Tree of Business Life Objections Welcome Objections What Are Objections When Do Prospects Object Objections and the Sales Process Basic Points to Consider in Meeting Objections Six Major Categories of Objections Chapter 12 12 4 Main Topics Techniques for Meeting Objections Technology Can Effectively Help Respond to Objections After Meeting the Objection What to Do In All Things Be Guided by the Golden Rule Chapter 12 12 5 The Tree of Business Life Objections Guided by The Golden Rule Rule Welcome objections Remember that objections may allow you to answer the prospect s concern s Realize your product or solution may not be for everyone If it is not for a particular customer True e vic Et hic al r Se T T T T T TT T T T T Builds Handling objections truthfully Relationships T I thank him and politely leave If it would benefit the customer politely professionally and ethically show how the product could be useful shows you provide ethical service in order to build true relationships C 12 6 The Parallel Dimensions of Selling Discussion Sequence Discuss Product Prospecting Money Show Feature Explain Advantage Lead into Benefit Let Customer Talk Preapproach Discuss Product Present Marketing Plan Explain Business Proposition Suggest Purchase Buyer s Mental Steps Authority Desire Approach Attention Interest Present Marketing Plan Presentation Selling Process Presentation Availability Delivery Guarantee Merchandising Installation Maintenance Promotion Training Warranty Desire Trial Close Determine Objections Explain Business Prop List Price Shipping Cost Discounts Financing ROI Value Analysis Meet Objections Conviction Trial Close Suggest Purchase Close Product Quantity Features Delivery Installation Price Action Purchase Follow up Service 12 7 Welcome Objections Accept objections as a challenge People do not



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