Professional Documents
Culture Documents
they buy
Case 1
You walk into a restaurant, after spending
some time on the menu you ordered a dish,
the waiter said
The last three people I had in here before
you ordered the same dish and in both
cases they werent very happy with the way
it was prepared and of the quantity. If youre
really hungry for that type of dish, try this
other dish. People love it! Its a bigger
serving and Rs 50 cheaper than the special.
Possible objections
1. Your price is too high.
2. I need to speak with my boss or partner before I can
make a decision.
3. I want to think about it some more
4. I dont make same-day decisions
5. I can do it myself
6. Were already using a competitors product (or service)
7. Ive got more business than I can handle
8. I dont think I can learn how to use it (or do it)
9. Ill do it later, down the road.
10.I can get it cheaper elsewhere
Possible Objections
11.Your company hasnt been around a long time
12.I dont like your product
13.Im concerned about your customer support
14.I cant afford it right now
15.Im afraid of the hidden fees
16.My friends (or family) tell me it doesnt work
17.What if I buy and find something better later?
18.Ive heard bad things about your company
In my sales process, do I
empathize with my clients
enough? Do I provide enough
education to empower them?
10% on Prospecting
23% on Sales Presentation
15% on Service
30% on Administration
20% on Travel
2% on Self-Improvement
45% on Prospecting
10% on Sales Presentation
20% on Service
5% on Administration
10% on Travel
10% on Self-Improvement
Activity
Now I need every one to take a paper
and pen and construct an
Introduction for a cold call
Pick your product/company from the
class assignment
Forbidden Phrases
I DONT KNOW.
NO.
WHY DO YOU
NEED TO KNOW?
THATS AGAINST
COMPANY POLICY.
YOURE WRONG.
100%
1%
3% Move Away
5% Seek alternatives
9% Go to the competition
Die
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