subpart #2 Brenda appears to have an advantage with her products and services. Develop a plan for Brenda to overcome the sales resistance she is receiving. **Handling Sale Resistance**Brenda recently returned from a two-week training session that focused on how to handle sales resistance and how to earn commitment. Brenda has become quite familiar with the ADAPT questioning system and knows she can use it as a tool for questioning to help prospects identify the buyer's pain and problems. Her challenge is what to do with this information. Whenever Brenda attempts to use it, she feels as if she is not being able to earn the commitment and close the sale.The objection she hears most often is, "I've never heard of your company. How long have you been in business?" If that is not bad enough, she heard the following objections in just one sitting:1. "I'm not sure I am ready to buy at this time. I need to think it over."2. "Your company is pretty new; how do I know you’ll be around to take care of me in the future?"3. "Your price is a little higher than I thought it would be."4. "Your company was recently in the news. Are you having problems?"Brenda hears most of these objections right after she attempts to ask her prospects for the order.Brenda is sitting at her desk trying to figure out what to do next, and she is not exactly sure how to proceed. This is frustrating because she knows she has great products and services. Develop a plan for Brenda to address the challenges she faces.**Questions**1. What would you recommend Brenda do to handle the challenges she faces?2. Brenda appears to have an advantage with her products and services. Develop a plan for Brenda to address the challenges she faces.

Brenda should use these difficulties as an opportunity to learn more about her industry and goods. Frequently, the customer wants additional information or does not believe it is necessary. Brenda would require to read more about the functionality and benefits of the company's products/services in order to address some of the complaints. A better dialogue could lead to a better assessment of a product's details.Brenda is required to formulate a documented proposal. It should cover the benefits and features of its products and services. The points that should be included in the proposal Determine which ones are appropriate for addressing which objections. Functions and benefits cannot resolve objections that cannot be handled in other ways. Will she get upgrades from third parties to prove that her service is authentic? Will the reason they don't purchase change into a reason to buy? Will they have to rebut rumors in a roundabout way? Brenda should also arrange another interviewing appointment. Listen cautiously to the responses, comprehend the issues, and respond appropriately so that the customer believes the vendor has responded to a specific query. This will help Brenda in the development of trust and the resolution of the customer's problem. The client will be more inclined to make a purchase.

Answered: Brenda appears to have an advantage…

Business

Marketing

Brenda appears to have an advantage with her products and services. Develop a plan for Brenda to overcome the sales resistance she is receiving.

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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Question

subpart #2 Brenda appears to have an advantage with her products and services. Develop a plan for Brenda to overcome the sales resistance she is receiving.

**Handling Sale Resistance**

Brenda recently returned from a two-week training session that focused on how to handle sales resistance and how to earn commitment. Brenda has become quite familiar with the ADAPT questioning system and knows she can use it as a tool for questioning to help prospects identify the buyer's pain and problems. Her challenge is what to do with this information. Whenever Brenda attempts to use it, she feels as if she is not being able to earn the commitment and close the sale.

The objection she hears most often is, "I've never heard of your company. How long have you been in business?" If that is not bad enough, she heard the following objections in just one sitting:

1. "I'm not sure I am ready to buy at this time. I need to think it over."
2. "Your company is pretty new; how do I know you’ll be around to take care of me in the future?"
3. "Your price is a little higher than I thought it would be."
4. "Your company was recently in the news. Are you having problems?"

Brenda hears most of these objections right after she attempts to ask her prospects for the order.

Brenda is sitting at her desk trying to figure out what to do next, and she is not exactly sure how to proceed. This is frustrating because she knows she has great products and services. Develop a plan for Brenda to address the challenges she faces.

**Questions**

1. What would you recommend Brenda do to handle the challenges she faces?
2. Brenda appears to have an advantage with her products and services. Develop a plan for Brenda to address the challenges she faces.

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