MKT 340 Lecture Notes - Lecture 6: No Surprises, Procrastination
6 Sep 2016
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Unit 2 class 3 part 1: responding to objections. Setting up initial appointment: they don"t know you, protect their time. Presentation: most part because you are bringing something new. Attempting to obtain commitment: for all, their signature. After the sale: buyers remorse: sales person brings emotion into the room, when they leave they can take emotion with them and logic steps in. Do not say why: you will get an excuse back. Do not make fun of the way they do it. Show the way you are proposing is the next evolutionary step from where they are coming. Say it because you had bad experience or someone you love or care. Say i sense something happen to you or someone ypu care tell me get info no not personalize it. Never grant credibility to strangers their bersion. There is always 3 side of the story. Wrong personality type stating the same wasy don"t yes switch to other personality type.
