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sales strategy > Obtaining commitment > Flashcards

Obtaining commitment Flashcards

1
Q

Objection types

A
  • Related to needs
  • Related to product
  • Related to source
  • Related to price
  • Related to time
  • Related to other things
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2
Q

Ways to handle objections

A
  • Anticipate
  • Forestall
  • Relax and listen, do not interrupt
  • Evaluate objections or excuses
  • Tell the truth
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3
Q

How to response to objections (methods)

A

not true statement

  • Direct denial
  • Indirect denial

Concern

  • Compensation
  • Referral
  • Revisit
  • Acknowledge
  • Postpone
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4
Q

Effective methods

A
  • Direct requests
  • Benefit summary
  • Balance-sheet method
  • Probing method
  • Alternative choice
  • Trial offers
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5
Q

Financial terms and conditions

A

Discounts
Quantity discount
Credit terms - cash discounts
Shipping costs

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sales strategy (11 decks)

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