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selling 4.02 voc
| Question | Answer |
|---|---|
| how to overcome objection | an objection is a reason concern or hesitation |
| common object | maybe spoken or unspoken. maybe logical or psychological |
| to handle objection | listen, acknowledge, restate and answer the objection |
| what are the 5 methods of handling objection | boomerang, question, superior point, deinal and demonstration |
| boomerang | the objection comes back to the costomer as a selling point |
| question | the customer is questioned in an attempt to learn more about the objection |
| superior point | the sales person acknowledges the objection as valid but offsets them with other features |
| deinal | provide proof and accurate info when ansering objection |
| demonstration | answering objection by showing one or more features |
| third party | use a previow customer of another neutral person who can give testionial about the product |
| closing the sale | obtaining a postitve agreement from the customer to buy |
| customer readiness | buying signals facial expression body language physical action, comments and question |
| what are the general rules for closing | if the customer is ready to make a buying decision stop talking about the product |
| whicn close | remove unwanted items to bring the selection down to two |
Created by:
james foushee
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