Objection

This entry was posted by on Friday, 2 September, 2011 at

And on behalf of the entire team, zavmag wants to take rid of extra work, because 'we' sounds more strongly than the 'me'. What should be the first reaction to a sales representative, who already knows the approximate cause of this objection? Recommendation number 1. Do not become despondent and begin to prepare for the next visit. Recommendation number 2. Choose a non-profit cause of the visit and compliment. If this visit is the first, then the visit must not sell, and establish contact. Even under the most favorable circumstances to enter into direct contract nobody will, because Any proposal must be at least a little lie down.

And because 'we' means 'me' to start a dialogue in such cases need to raise the profile of this person. How you do this depends on the situation. You must be able to notice all sorts of stuff and admire them. If the dialogue began, the tactics of the sales representative should be based on the technique of active listening. Everything must be done so that a dialogue has begun, and said basically zavmag. Nothing effect on the positive dynamics of conversation is better than being able to speak. How to develop a basic objection to the positive charge? First you need to just be an erudite man and a good command of information substantive contribution. A good example of the basic objections to the positive energy I described in my article 'promo campaign is not a provocation.

" People are so arranged that when the one asking questions, they want to hear the answers and it is desirable that these answers satisfy them a priori knowledge. If not, the objections of positive energy turn into opposition with negative energy, and each subsequent objection become more 'hard' and insidious. That is why it is important to first as his answer to block the possibility of changing the charge from plus to minus. Remember the math: plus to minus will give a minus. The above examples were given some basic objections to the positive energy, let's again look at them already, along with a positive response: Objection: "A bag to collect garbage for him to eat?" Reaction: 'There is …! " Objection: 'And on what issue? " Reaction: 'It is necessary to clarify the details …' Objection: 'It's a long time? " Reaction: 'About 10 minutes, is this normal? " Objection: "I think it's expensive!" Reaction: 'The price corresponds to the level of performance …' The main principle when developing basic objection to the positive charge of energy, not to use negative particles. Otherwise we risk to be misunderstood. To summarize. Why do these techniques work effectively? Because people who know how to to listen and not say the word 'no' are perceived by other very well. The man who does not say 'no' gives people hope and inspires confidence. It is therefore very effective technique of conditional consent. In addition, a person who knows how to listen, gaining people's trust. This is our a priori knowledge.

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