MAR3400 EXAM 2 UF (Tufts) WITH COMPLETE SOLUTIONS

MAR3400 EXAM 2 UF (Tufts) WITH
COMPLETE SOLUTIONS

Objections - ANSWER concerns or questions raised by the buyer

Handling objections - ANSWER is nothing more than explaining
relative
value.

Requires a positive attitude and a solution-orientation

Needs - ANSWER I Do Not Need the Product or Service

I've Never Done It That Way Before

Objections related to _____?

Product - ANSWER I Don't Like the Product or Service Features

I Don't Understand

I Need More Information

Objections related to the _____?

Source - ANSWER I Don't Like Your Company

I Don't Like You

Objections related to the _____?

Price - ANSWER I Have No Money

The Value Does Not Exceed the Cost

Objections related to the _____?

Time - ANSWER I'm Just Not Interested Today

I Need Time to Think About it

, Objections related to the _____?

Misunderstandings - ANSWER Objections that
ARE NOT
true

Handling misunderstandings - ANSWER Confirm, affirm then correct factually
and politely

Real drawbacks - ANSWER Objections that
ARE
true

Handling drawbacks - ANSWER Confirm, Minimize and refocus on positive
VALUE

Direct denial - ANSWER strong, direct, confrontational

(type of response method)

Indirect Denial - ANSWER softer, agreeable, factual

(type of response method)

Compensation - ANSWER minimize and refocus

(type of response method)

Referral (feel, felt, found method) - ANSWER testimonial, proof source

(type of response method)

Revisit (boomerang method) - ANSWER turning the objection into a value
item

(type of response method)

Acknowledge (Pass-up method) - ANSWER listen, acknowledge, move
on

(type of response method)

Postpone - ANSWER used to allow more time for
questioning and needs analysis

(type of response method)