CRM 400 Chapter 8 In Class Exercise: Addressing Concerns and Earning Commitment

Please complete the chapter 8 exercise on this word document, then upload it onto Blackboard

You can do everything right in a sales call, and still not get an immediate YES from your prospect/customer. You can plan your sales call, build rapport with the customer, conduct a thorough Needs Analysis, communicate your features, benefits and value propositionandthe customer might still raise some concerns/objections. How will you handle them?

Please choose a product/service from the list below, and prepare questions to discover your customers needs. Please NOTE: You can choose the same scenario that you chose for In Class Exercise Chapter 4, and Chapter 6

You are selling fitness memberships at a gym

You are selling a self-driving car for Tesla

You are proposing a new coffee machine at work to your boss

You are selling electric bicycles to local bicycle stores

For the product or service you are selling

Part 1: What are three potential concerns/objections that the customer might raise during your presentation?

Part 2: for each objection, which one of the five most common type of objections the customer is raising?

Part 3: describe how you will handle each objection