objections

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ObjectionsKey Termsobjectionsexcusesobjectionanalysissheetparaphrasesubstitutionmethodboomerangmethodsuperiorpointmethodthird-partymethodObjectives Distinguish objections from excuses Explain the five buying decisions on whichcommon objections are based Demonstrate the general four-step method forhandling customer objections List seven specific methods of handlingobjections and note when each should be usedMarketing Essentials Chapter 14, Section 14.2
Understanding ObjectionsobjectionsConcerns,hesitations,doubts, or otherhonest reasons acustomer has fornot making apurchase.Objections X are concerns,hesitations, doubts, or other honestreasons a customer has for notmaking a purchase. Objectionsshould be viewed as positivebecause they give you anopportunity to present moreinformation to the customer.Objections can be presented as eitherquestions/inquiries or statements.Marketing Essentials Chapter 14, Section 14.2
Page 1 and 2: Product Chapter Presentation 14Pres
Page 3 and 4: Organizing the Product Presentation
Page 5 and 6: Show and TellAfter you have learned
Page 7 and 8: Make the Presentation Come AlivePla
Page 9 and 10: Make the Presentation Come AliveDem
Page 11 and 12: Make the Presentation Come AliveIt
Page 13: SECTION 14.1 REVIEW- click twice to
Page 17 and 18: Plan for Objectionsobjectionanalysi
Page 19 and 20: Common ObjectionsThis ad anticipate
Page 21 and 22: paraphraseTo restatesomething in ad
Page 23 and 24: substitutionmethodA selling methodt
Page 25 and 26: Specialized Methods of HandlingObje
Page 27 and 28: Specialized Methods of HandlingObje
Page 29 and 30: third-partymethodA selling methodth
Page 31: SECTION 14.2 REVIEW- click twice to

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