12 Flashcards
Forestall means
Present doing something ahead of time like mentioning objections before they do
What does crc stand for?
Clarify respond confirm
What is clarify
Take time to make sure you really hear what they are saying. Make sure no underlying concern
What is respond
Rebut the customers objection in a way that puts their concerns at ease
What is confirm
Confirm that the concern is no longer an issue
If the buyer makes a statement that is factually not true
Direct denial or indirect denial
If the buyer makes a valid concern
Compensation , referral, acknowledgment, postpone, revisit
Direct denial
Only used when statement is blatantly inaccurate. DO NOT USE ON OPINION
Indirect denial is
Salesperson denies objections but tries to soften response
Compensation method is
Buyers object because the product is less than perfect so salesperson acknowledges it and then shows compensating advantages
Use compensation method when
Buyers tries to put off closing the sale
Revisit method is
Sales person turns objection into a reason for buying
What is the postpone method
Buyer raises objections the sales person wants to answer later in the presentation.
Sell value and quality rather than
Price
Establish value before discussing
Price
Blunders
When a sales person does not understand the question and answers it wrong
Finneas gauge
Metal in his eye and emotion part of his brain stopped
Tesla vs Edison
Edison won because he used emotion even tho his product was worse
Emotion is
Most important and most overlooked
I don’t like change and I’m comfy with my current supplier are examples of
Emotional objections
