Zebra Training : Selling Supplies - Overcoming Objections

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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

Large differences (over 15%) indicate a problem
Is 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 savings
Leverage any regional supplies programs
Ask for something in return if offering a price decrease:

Case study
Customer references
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

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Customer Hotline:
+603-6280 1650

Email:
sales@alcaidc.com

Office Hours:
Monday to Friday 8.30am - 5.30pm
Sunday , Saturday & Public Holiday: closed

KUALA LUMPUR (HQ)
ALC-TECH (M) SDN BHD
NO. 30, JALAN 6/62A,
BANDAR MANJALARA,
52200 KEPONG,
KUALA LUMPUR.
MALAYSIA.
📞+603-62801650

PULAU PINANG
ALC-TECH (M) SDN BHD
2-07-05, HARBOUR TRADE CENTRE,
2, GAT LEBUH MACALLUM,
GEORGE TOWN,
10300 PULAU PINANG.
MALAYSIA.
📞+604-2621650

JOHOR
ALC-TECH (M) SDN BHD
NO. 15, JALAN BESI,
TAMAN SRI PUTRI,
81300 SKUDAI,
JOHOR.
MALAYSIA.
📞+607-5591650

SINGAPORE
ALC TECHNOLIGIES PTE LTD
BLOCK 998 TOA PAYOH NORTH,
#07-07/08/09,
TOA PAYOH INDUSTRIAL ESTATE,
318993
SINGAPORE.
📞+65-63541650

Enquiry

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(+6012) 3631650