MKT 504 Lecture Notes - Lecture 9: Computer Network, Sales, Life Insurance
1 Oct 2020
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Anything the buyer says or does that slows down or stops the buying process. Laarc: an acronym for listen, acknowledge, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance. Often referred to as closing, gaining commitment is the culmination of the selling process. It refers to the prospect"s willingness to make a purchase from the salesperson. The price is lower than i thought it would be. Commitment signals: favourable statements a buyer makes during a sales presentation that signal buyer commitment: ask trial commitment questions. What do you think about what we"ve discussed? . Do you see how this will help your organization? : resolve red-light statements made by the prospect. The price is higher than i thought it would be. Your delivery schedule does not work for us. I don"t see the advantage of going with your proposal.
