MKT 340 Lecture Notes - Lecture 6: Procrastination, Unit, No Surprises

• School: University of Miami
• Department: Marketing
• Course: MKT 340
• Professor: Scharf Ian

Document Summary

Fear of change (different degrees, but most people like routine: 2. Not interested in the product, or no time for the meeting: 2. Because you are presenting something new that may scare them: 3. People are reluctant to show their trust by giving you their signature: 4. They have buyer"s remorse happens because people buy based on emotion and since the salesperson is the one bringing the emotion, sometimes when they leave the meeting/presentation the emotion also leaves. Why don"t have the money or need. Bad response trying to convince them otherwise, asking them. Good response ask what do you feel you don"t need about it (you"ll also learn what the need is: 2. Bad asking why, punishing the way they currently do it, saying its time for change. Good show that way you"re proposing is the next evolutionary step from where they"re coming: 3. Why triggers a bad experience with them or someone they love (its an emotional objection)