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During the sales dialogue the salesperson should

14/10/2021 Client: muhammad11 Deadline: 2 Day

Your last assignment is to video tape a role play dialogue/sales call video presentation using a family member, friend or classmate. Your video presentation should show what you have learned as you try to sell your buyer a product or service of your choice, and there is no time limit on the video. (Review chapters 7 & 8).

I want you to write me like a text what to say both as buyer and seller and you decide which product/service too!!!! I will record the video by myself,just need the text.

Explain why it is important to anticipate and overcome buyer concerns and resistance

Understand why prospects raise objections

Describe the five major types of sales resistance

Explain how the LAARC method can be used to overcome buyer resistance

Describe the recommended approaches for responding to buyer objections

List and explain the earning commitment techniques that secure commitment and closing

Learning Objectives

LEARNING OUTCOMES

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

2

Sales Resistance

Buyer’s objections to a product or service during a sales presentation

Viewed as opportunities to sell

Normal part of a sales conversation

Salesperson will have to:

Determine customer interest

Measure the buyer’s understanding of the problem

Correct handling ensures customer acceptance

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

3

8.1 Why Prospects Raise Objections and Strategies for Dealing with Them

‹#›

Exhibit

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

4

8.2 Types of Objections

‹#›

Exhibit

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

5

Negotiating Buyer Resistance - LAARC

Listen

Acknowledge

Assess

Respond

Confirm

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

8.8 Techniques to Answer Sales Resistance

‹#›

Exhibit

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

7

8.8 Techniques to Answer Sales Resistance (continued)

‹#›

Exhibit

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

8

Securing Commitment and Closing

Salesperson should allow the prospect to make a rational choice by giving him/her enough mental space

Commitment signals: Favorable statements a buyer makes during a sales presentation that signals buyer commitment

May be determined through the use of trial commitments

Trial commitment: Determines the attitude of the buyer toward a particular feature or benefit

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

9

8.10 Favorable Buying Signals

‹#›

Figure

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

10

8.12 Techniques to Earn Commitment

‹#›

Exhibit

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

11

8.13 Traditional Commitment Method

‹#›

Exhibit

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

12

Ethical Dilemma

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

13

Sales resistance

Need objection

Product or service objection

Company or source objection

Price objection

Time objection

LAARC

Key Terms

Forestalling

Direct denial

Indirect denial

Translation or boomerang

Compensation

Questions or assess

Third-party reinforcement

KEY TERMS

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Key Terms (continued 1)

Commitment signals

Trial commitment

Direct commitment

Alternative/ legitimate choice

Summary commitment

T-account or balance sheet commitment

Success story commitment

Standing-room only close

Assumptive close

Fear or emotional close

Continuous yes close

Minor-points close

KEY TERMS

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Summary

Over the years, sales resistance has been viewed as opportunities to sell

Types of objections from the buyer

Need, product or service, company or source, price, and time

LAARC is an effective process for salespeople to overcome sales resistance

Earning or gaining commitment is the final aspect of the selling process

SUMMARY

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

‹#›

SELL5 | CH8

Copyright ©2017 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

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