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Another key concept to handling objections is to welcome them. Which is NOT one of the reasons we discussed for welcoming objections: Objections may allow you to show your knowledge and professionalism Good customers may raise the most difficult objections Objections may be a sign of interest Objections allow you to attempt a dosing technique Objections indicate where you are in the sales process Question 52 (1 point) Swed We also reviewed steps in planning for objections. Two recommendations are to anticipate objections and Treat most objections as money objections Ignore objections when given early in the sales process Never respond to an objection until you have attempted to close Forestall objections by handling them before they are raised DELL PowerPoint is a common tool in applying visual selling to a presentation. However, before determining if Power Point is worth using. It is important to consider how it will support your presentation or if it will it Over embellish Dehumanize Detract from Personalize Dramatize Question 55 (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 aloof Culturally appealing Culturally curious culturally agnostic Culturally sensitive Page 6 of 8 Previous Page Next Page