Marketing 2 – 4/13/2018
I, Belwork
- P. 321 As Your Read
- P. 322 Reading Check
II. Objectives:
- Distinguish objections from excuses.
- Explain why you should welcome objections in the sales process.
- Explain the five buying decisions on which common objections are based.
- Demonstrate the general four-step method for handling customer objections.
- List seven methods of answering objections and identify when each should be used.
III. Discussion/Notes
- Common Objections – Brace Map
- Four Step Method to Address Objections – Sequence Map
- Answering Objections – Brace Map
IV. Classwork
- Page 326 Vocabulary (7)
- Page 333 – 1-3 Q&A & 5
V. Homework
Product Presentation – 2 people Max – Pick a product that you could sell to fellow students
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