Overview
The author likes to refer to this part as “Negotiation,” but I don’t like that term for this. “Negotiation” implies, to most people, “haggling over the price.” This is NOT what “overcoming objections” is all about.
It is very important to understand why a prospect would buy a product or service, but it is also important to understand why a prospect would not buy a product or service. An “objection” is any reason/excuse to not Price is sometimes an objection, “we really like the car, but we were hoping for a lower payment,” but not usually. Usually objections are not price related, and can be overcome without lowering price.
Example:
Prospect: It’s a great car, but I always said I would never own another black car.”
Salesperson: “Oh, if it was silver would that color work for you?”
Prospect: “Sure!”
Salesperson: “Good, because I just got one in this morning, and it is just like this one!”
So, if you try to overcome all objections with the price, you won’t have any profit left.
Overcoming customer objections is the last step before closing the sale and is one that many sales people struggle. As a sales rep for LCC Consulting, this simulation is designed to help you anticipate objections and be ready with strategies to overcome objections and sales resistance.
Instructions:
Using the file called: Negotiation Simulation Worksheet.rtf (linked below), map out the responses to the objections listed in the left column. You are provided with the objection in the contextual statement. An example has been provided for you.
Complete the worksheet.
Please upload your answer here.
More detailed instructions are in the document titled “Instructions: Negotiation Simulation” which is linked below.
Submit your work here. Please upload files in docx or PDF file formats only.
