Develop a plan for brenda to overcome the sales resistance

Assignment Help Marketing Management

Reference no: EM133223648

Assignment:

Brenda recently returned from a two-week training session that focused on how to handle sales resistance and how to earn commitment. Brenda has become quite familiar with the ADAPT questioning system and knows she must use assessment questions to allow the buyer to describe their present situation. She has also developed a pretty good set of discovery questions that helps her identify the buyer's needs and problems. Her challenge has been what to do with this information. Whenever Brenda attempts to use features and benefits to make her case, she encounters myriad objections. Brenda knows she has great products and service, but she has not been able to communicate this effectively to her prospects.

The objection she hears most often is, "I've never heard of your company. How long have you been in business?" If that is not bad enough, she heard the following objections in just one morning:

"I'm not sure I am ready to buy at this time. I'll need to think it over."

"Your company is pretty new. How do I know you'll be around to take care of me in the future?"

"Your price is a little higher than I thought it would be."

"Your company was recently in the news. Are you having problems?"

"I think your company is too small to meet our needs."

Brenda hears most of these objections right after she attempts to earn a commitment. She is now getting a little reluctant about asking her prospects for the order.

Brenda is sitting at her desk trying to figure out what to do next. She is not sure how to proceed.

1.What would you recommend Brenda do to handle the challenges she faces?

2.Brenda appears to have an advantage with her products and services. Develop a plan for Brenda to overcome the sales resistance she is receiving.

Reference no: EM133223648

Questions Cloud

Recommendation about how he should deal with : Recommendation about how he should deal with them. This will involve examining maps, chronologies and written documents

Planned structure to market-oriented system : Over the past 150 years, several economies have transitioned from a planned structure to a market-oriented system?

Develop an action plan for the leadership team : Please assume you were a consultant to the organization's leadership team, and advise what they should do. Specifically, please identify the most important stra

Make a standard operating procedure : For the above process, make a Standard Operating Procedure. SOP needs to contain fields such as Title, Owner of Document, Revision Number, Department or area wh

Develop a plan for brenda to overcome the sales resistance : Brenda appears to have an advantage with her products and services. Develop a plan for Brenda to overcome the sales resistance she is receiving.

What was the main message of montesinos sermons : What was the main message of Montesinos sermons? How did authorities react to the sermons? How might you explain their reactions

Difference between gambling and investing : How would you describe the difference between gambling and investing?

Explain the desired outcomes and expected benefits : For an online cafeteria ordering system built by the construction company for the employees who waste time during lunch by going out to eat which also wastes fo

Why does otanes believe that persia should increase : Why does Otanes believe that Persia should increase the power of the masses and hy does Megabyzus believe an oligarchy would be better than a democracy

User Account

All Pages