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Zebra Training : Selling Supplies - Overcoming Objections

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