Course ObjectivesLearn how to prepare yourself for potential objections Understand questions you can ask when objections are raised Be comfortable asking for a second chance and know what that entails Be comfortable with ways to negotiateOvercoming ObjectionsThree Step ProcessAcknowledgement Be prepare d that you will more than likely experience an objectionAddress the objection, don't avoid itLook as it as an opportunity to negotiateGain Understanding Learn more about the difference Large differences (over 15%) indicate a problemIs the differences in unit price or total price?Are they paying for shipping?What aspects of the quotation did the customer like?Can they help you reshape your quotation?Can we quote additional items?What price caan we win at?Can they order in larger quantities?Negotiate Talk trough the soft savingsLeverage any regional supplies programsAsk for something in return if offering a price decrease:Case studyCustomer referencesAdditional ProductsSummaryBe preparedDo the background work to provide the best quoteGather feedbackListen to and acknowledge the objectionsGain an understanding of where the differences lieLeverage Zebra's reputation, quality, innovative supplies, and regional supplies programsNegotiate before adjusting the price Hereby is the successfully completed the Selling Supplies - Overcoming ObjectionsCertification for ALC Sales and Technical Engineer and has fulfilled the requirement to quality as a Zebra. For more information for Zebra product, please contact us. ALC-Tech (M) Sdn Bhd No. 30, Jalan 6/62A Bandar Menjalara 52200 Kepong, Kuala Lumpur Tel : 03-6280 1650 / 012-637 1650 Email : sales-KL@alcglobal.com
By: fatihah | Date: 05 Jun2020
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Zebra Training : Selling Supplies - Overcoming Objections