5.1 Objections - Each team to provide and answer two objections. Specify which technique you will use to answer objection. Direct Denial, Indirect Denial, Boomerang. Need Satisfaction Questions, Feel Felt Found or Coming to That (os discussed in closs and from the textbook.) Write the dlalogue of how you will answer objection using LAARC method Usten, Acknowledge, Assess, Respond, confirm-point form is encouraged. Objection 1 - Type - Technique - LAARC method answer Objection 2 - Type - Technique - LAARC method answer Step 6 - The Close 6.1 Closing Cue Verbal or Non-Verbal - Select a Verbal or Nonverbal Closing Cue. What exactly is the customer saying or doing to let you know that you can close? Actual Closing Technique/Method. Name the method based on techniques from book/class). Closing Statement/Ask for order. What will you say to close? Close Cue \#1 - closing technique used-Closing Statement-followed by confirming 6.1.1 Closing Statement - The closing statement must be followed with your SMART objective. In other words, the closing statement should be specific to the objectives of the call, to close the sale confirming a contract, ie. A 9 day package to italy departing on with a deposit by date for x number of passengers based on x occupancy. 6.2 Departure 6.2.1 Reassure your prospect and state a follow-up plan 6.2.2 Thank the prospect and exit