MKT 340 Lecture Notes - Lecture 14: Procrastination
6 Jun 2018
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I. Responding to Objections
Objections in appointments show that people are involved
All humans are conflicted with 1. Fear of change 2. Procrastination
When do objections happen?
Setting up initial appointment eause the at get ak thei tie.
During the presentation eause oue poposig soethig e.
Attempting to obtain commitment. You get it by getting a signature.
After the sale eause of ues eose
Common Objections:
I do’t eed the produt
Why does it happen? They may not have a need for it
What’s the wrong way to handle this? Get combative or ask why
What’s the right way to handle this? Make it losed eded ad ask What do ou feel that ou
dot eed aout it?
I’e eer doe it that a efore
Why does it happen? Fear of change
What’s the wrong way to handle this? . Dot tell the that its tie fo a hage . Dot
criticize the way that they currently do it
What’s the right way to handle this? Tell the that its the et eolutioa step
I do’t like the produt
Why does it happen? Bad experience with the product (either the client did or one of their
loved ones)
What’s the wrong way to handle this? Its all og.
What’s the right way to handle this? I sese that soethig happeed to ou o soeoe ou
ae aout. Tell e hat happeed.
When they tell you: 1. Listen with unbiased ears 2. Under no condition do you grant
credibility to the story or to strangers
I do’t uderstad
Why does it happen? Wrong personality type.
What’s the wrong way to handle this? Stay in that personality type.
What’s the right way to handle this? Change to their personality type.
I eed ore iforatio
Why does it happen? Wrong learning style
What’s the wrong way to handle this? Stay in the learning style
What’s the right way to handle this? Change the learning style
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