How will you handle objections? Consider yourself in the situation of selling wine to a restaurant once again. You are presenting to a restaurant owner and she has raised several objections. At one point she states: 'Your price is too high'. Script a response to this objection by applying each of the four steps in the objection handling process we discussed in this course. Make sure you identify each of the 4 steps. An important recommendation from this course when handling objections is to not just focus on getting the sale but to also: Build the relationship Reinforce customer loyalty Get a referral Use a logical argument Qualify the decision maker Question 13 (1 point) saved What prompts a buying signal? A key step in the sales process is to prompt a buying signal, which makes closing the sale easier and more collaborative. Which of the following is an effective way to prompt a buying signal? Trial Close questions A closing method FAB statement Open questions Empathy You were also presented with four ethical decision making models. One model, which uses Google to evaluate ethical behaviour, is represented by the acronym C.R.M.G. W.W.I.G. W.W.G.D. L.M.A.O. A.B.B.A. Question 15 (1 point) Saved In selling cross-culturally we discussed three different approaches. The one that you practiced in class, and which references the Iceberg Model (and what appears above the surface), is: Culturally appealing culturally curious Culturally agnostic Culturally sensitive Culturally aloof