3 steps to handling objections correct answers 1. Clarify
2. Respond
3. Confirm
CRC: Clarify correct answers take the time to make sure you understand what the customer is saying
-always know what your answering
-"Tell me more about that"
-"Why is that an issue for you?"
CRC: Respon...
MAR 3400 Exam 3 || All Answers Are Correct 100%.
3 steps to handling objections correct answers 1. Clarify
2. Respond
3. Confirm
CRC: Clarify correct answers take the time to make sure you understand what the customer is
saying
-always know what your answering
-"Tell me more about that"
-"Why is that an issue for you?"
CRC: Respond correct answers chance to respond to their objection in an honest way and a way
that conveys more information than they had before the objection arose.
-use evidence to back up your response (testimonials, white papers, case studies, statistics)
CRC: Confirm correct answers make sure the objection is no longer an issue for the client
-"Did I clarify that for you?"
-"Do you have any other questions about that?"
(might trigger a second objection --> start again with CRC)
Types of objections before meeting the customer correct answers -Need objection
-product objection
-price objection
-time objection
-source objection
Need objection correct answers customer may feel like they don't need the product
Product objection correct answers they may need the product, but don't want your product
-they believe there is something better on the market for them
Price objection correct answers price is too high
-most common objection
Time objection correct answers they don't have time to meet with you
***second most common objection
Source objection correct answers they don't like your company or you
-might have met the rep from your company in the past and didn't have a good experience
Four times you typically get objections during a sales call correct answers 1. When you call to
make an appointment
2. Start of meeting
3. Presentation
4. When you close
, Proper attitude is shown by correct answers -answering sincerely
-refraining from arguing or contradicting
-welcome and embrace objections
-be a concerned, helpful advisor
Indirect denial correct answers the salesperson denies the objection but attempts to soften the
response
-salesperson must recognize the position of the customer who makes the objection and then
continues by introducing substantial evidence
Compensation correct answers buyers may object because the salesperson's product is less than
perfect
-the salesperson should acknowledge the validity of the objection and then proceed to show any
compensating advantages
Compensation example::
Buyer - "The response time on your product is too slow. Your competition's response time is
two-tenths of a second faster" correct answers Seller - "I agree with you. My product is two-
tenths of a second slower. However, please note that it also costs 25% less per unit and has 10%
fewer returns"
Personal selling correct answers a person-to-person business activity in which a salesperson
uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties.
-Over 50% of all COB grads and over 75% of all Marketing grads start their career in sales
How to actively listen correct answers repeat, restate, rephrase, clarify, summarize
Hierarchy of Closes correct answers make a prioritized list of things that they're going to ask for
in their next meeting with the customer (good, better, and best)
1. Signed contract
2. Another meeting
3. Visit Satisfied customer
4. Brochure or case study
Key questions for closing the sale correct answers -What do you think?
-Do you have any questions?
-How will you go about making this decision?
-What is your timeline?
-What haven't I covered yet that is important to you?
Reasons for lost opportunities correct answers -poor opportunity fit
-lack of customer info (budget, buying, decision process)
-Filler words
Opportunity fit correct answers Big idea: losing fast
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