Imagine you are newly employed as an Assistant Vice President (AVP) of Corporate Sales at a marketing organization. In the upcoming week, your team will be hosting a presentation for a new line of Tennis Rackets for 75 prospects. As you are aware, prospects are going to raise objections about this product. Using the compensation technique (admits the objection is valid but also discusses other benefits). and the acknowledgment technique (admits the objection is valid) discuss how one can apply these techniques to overcome objections.
Name and discuss 3 primary types of objections customers typically raise:
1. Price objection: Customer believes quoted price is too high.
2. Product Objection: Customer voices concerns about some element of product or service or customer might not be familiar with the product.
3. Time objection: Customer considering buying, but needs more time or customer has no intention of buying and wants to get rid of salesperson.
Imagine you are newly employed as an Assistant Vice President (AVP) of Corporate Sales at a marketing organization.
In the upcoming week, your team will be hosting a presentation for a new line of Tennis Rackets for 75 prospects. As you are aware, prospects are going to raise objections about this product.
Using the compensation technique (admits the objection is valid but also discusses other benefits). and the acknowledgment technique (admits the objection is valid) discuss how one can apply these techniques to overcome objections. Why? Please be mindful to use relevant personal selling concepts to support this claim
compensation technique helps in overcoming objections raised by the customer, The company should consider and validate each and every objection and also highlight the key advantages customer where ever required. This method will help in balancing the value and positive aspects of the product.
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Discuss in detail the 3 primary types of objections customers typically raise:
1. Price objection: Customer believes quoted price is too high.
2. Product Objection: Customer voices concerns about some element of product or service or customer might not be familiar with the product.
3. Time objection: Customer considering buying, but needs more time or customer has no intention of buying and wants to get rid of salesperson.
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