objections

More documents

Recommendations

Info

Common ObjectionsMost <strong>objections</strong> are based on five keybuying decisions. These decisions relateto:• Need: The customer wants the itembut doesn’t need it.• Product: Concerns about quality, size,color, style, etc.• Source: Negative past experienceswith a firm or brand.• Price: The product is too expensive.• Time: A hesitation to buy immediately.Marketing Essentials Chapter 14, Section 14.2
Common ObjectionsThis ad anticipates and dispelscustomers’ common <strong>objections</strong> tothe type of product being advertised,a specialized bed.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 and 14: SECTION 14.1 REVIEW- click twice to
Page 15 and 16: Understanding ObjectionsobjectionsC
Page 17: Plan for Objectionsobjectionanalysi
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

objections

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?