Zebra Training : Selling Supplies - Overcoming Objections
05/Jun/2020




Course Objectives
  • Learn 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 negotiate


Overcoming Objections


Three Step Process






Acknowledgement

  • Be prepare d that you will more than likely experience an objection
  • Address the objection, don't avoid it
  • Look as it as an opportunity to negotiate


Gain Understanding


  • Learn more about the difference 
  1. Large differences (over 15%) indicate a problem
  2. Is the differences in unit price or total price?
  3. Are they paying for shipping?

  • What aspects of the quotation did the customer like?
  • Can they help you reshape your quotation?
  1. Can we quote additional items?
  2. What price caan we win at?
  3. Can they order in larger quantities?


Negotiate
  • Talk trough the soft savings
  • Leverage any regional supplies programs
  • Ask for something in return if offering a price decrease:
  1. Case study
  2. Customer references
  3. Additional Products


Summary


  • Be prepared
  • Do the background work to provide the best quote
  • Gather feedback
  • Listen to and acknowledge the objections
  • Gain an understanding of where the differences lie
  • Leverage Zebra's reputation, quality, innovative supplies, and regional supplies programs
  • Negotiate 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





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