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Call Structure and Dealing With Objections

Discover effective strategies for structuring sales calls and expertly handling objections with this comprehensive guide. The 4th Edition covers essential topics such as greeting techniques, setting the purpose, discussing objections, and closing effectively. Learn key tactics to understand and empathize with client concerns, including methods for overcoming price objections and enhancing perceived value. This resource will empower you to engage clients confidently, ensuring a successful selling process, and transforming objections into opportunities for agreement.

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Call Structure and Dealing With Objections

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  1. Call Structure and Dealing With Objections Media Selling, 4th Edition

  2. Call Structure • Greeting • New information • Opening • Recap and purpose • Discussion • Dealing with objections • Conditions • Discussion tactics • Summary and close

  3. Dealing With Objections • Probe to understand. • Compliment, restate, and get agreement. • Empathize, reassure, and support (feel, felt, found). • Use trial closes • Forestall objections • Use “Yes, but…” and compare. • Use case histories (case studies). • Use “coming to that…” • Pass on objections.

  4. Dealing With the Price Objection • Continually talk about quality • Break price into smallest possible units • Talk value, not price. • Refer to investments, not costs

  5. Discussion Tactics • Vary your style. • Contrast • Movement • Novelty • Use equivalencies. • Narrow down objections and reconfirm. • Change the basis for evaluation. • Reassure doubts. • Evaluate reactions.

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