Академический Документы
Профессиональный Документы
Культура Документы
Prospecting
Pre-approach: planning the sale
Approach
Need assessment
Presentation
Meeting objections
Gaining commitment
Follow-up
Prospecting
Pre-Approach
The Approach
Need Assessment
Presentation
Presentation contd..
Presentation contd..
Meeting Objections
Continued..
Types of objections:
- Price/value objections ( use problem impact & solution
value questions)
- Product/Service objections( use proof providing tactics
like case histories, trial use, demonstration, expert opinion
etc.) acknowledge the needs that cannot be satisfied & re
emphasize what can be satisfied
- Procrastinating objections ( best strategy is to ask for
commitment for some future action that will move the sale
forward)
- Hidden objections (must recognize the real barrier to
sale)
Gaining Commitment
Follow - Up
Exercise