CRC method correct answers clarify - "tell me more about that" , "why is that an issue for you?"
respond - "honestly.." , "..with more information", use evidence like: testimonials, white papers, case studies, statistics
confirm - "did i clarify that for you?" , "do you have any other questions a...
MAR 3400 Exam 3 || All Correct.
CRC method correct answers clarify - "tell me more about that" , "why is that an issue for you?"
respond - "honestly.." , "..with more information", use evidence like: testimonials, white papers,
case studies, statistics
confirm - "did i clarify that for you?" , "do you have any other questions about that?"
clarify correct answers to make sure you understand the question at hand
also a good time to uncover more needs that were missed
respond correct answers use info uncovered in the clarify step to make sure you respond in a way
that put the customer at ease
use evidence!
confirm correct answers make sure you handled the objection and that its no longer a concern
different types of objections that can occur correct answers need
product
price (most common!)
time
source
need objection correct answers they already have a solution or supplier that meets their needs
product objection correct answers may know they need the product but they don't want your
product, they believe there is something better on the market to fulfill their need or want
price objection correct answers price too high
most common
time correct answers I don't have time to meet with you
source correct answers they might not like your company or you
when objections may occur correct answers -call to make an appointment
-first sit down to meet with client who wants to rush through meeting
-during presentation
-closing; asking for business and customer says no or not right now
why are objections a good sign? correct answers shows customer is actually interested
Forestall known concerns by correct answers raising them first
most successful thing a salesperson can do? correct answers anticipate objections and know how
to handle them
, blunder(wrong doing of salesperson) occurs when the salesperson.. correct answers -does not
understand the question
-didnt clarify it enough
-answers the wrong question
-fails to fully answer the objection- when you dont confirm you answered the question
direct denial correct answers -salesperson makes a relatively strong statement to indicate the
error the prospect has made
-only use with blatant inaccuracy
-NOT used with opinion
indirect denial correct answers -deny the objection but attempt to soften the response
-recognize the position of the customer who makes the objection and then continue by
introducing substantial evidence
compensation method correct answers -buyers may object because the salesperson product falls
short
-acknowledge the validity of the objection and then proceed to show any compensating
advantages
referral method correct answers -referring people to other frames of methods
-feel, felt, found; i understand you feel that way, many customer in the past have felt this way,
but this is what they have found...
-find points of agreement
revisit method correct answers -salesperson turns the objection into a reason for buying
(boomerang method)
-works with most personality types, bc you are taking the value you have built up throughout the
sale and now revisiting it.
postpone method correct answers -idea of waiting until the end of the presentation to handle the
objection
-buyer raises objection the salesperson would prefer to answer later in the presentation
-salesperson should ask permission to answer at a later time
-useful when a price objection occurs early in the presentation
question method correct answers -turn the customers concerns into a question and refocus on one
or more strength of your value proposition
-get the customer thinking in a new way and contrast his/hers concern against an advantage
-taking the objection and turning it into a question that focuses on what you have to offer**
how to handle need objection correct answers -may be conditioned response or a cover-up
-use SPIN
-develop needs, ask "what if?"
how to handle product objections correct answers -product is not well established/not popular
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