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Overcoming Objections

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Laurence Morrison

on 20 April 2016

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Transcript of Overcoming Objections

Habit #5 Steven Covey 7 Habits of Highly Successful People
Seek first to Understand,
Then to be understood
Summary of Key Steps
I understand your concern, but when we review our service delivery process, you'll see that your business will be managed by a small, local team, supported by the resources of a large business.
Outline Emotion of Buyer
Thursday, April 21, 2016
Vol XCIII, No. 311
Psychology of buying
Buying Is Emotional
Psychology Today provides a great insight into the emotions of buying
Overcoming Objections

Why do we buy "brand name" products when
equal quality generic brands exist?
Manolo Blahnik, Christian Laboutin, Army/ Navy?

What criteria have you used to select partners in the past?
What large business Partners do you currently work with?
Have you ever selected a business partner whom you "grew out of"?
EG: Telus: Large company, but the installer who sets up your home TV / Phone / Internet provides you with their card so you can deal with them directly.
Acknowledge Emotion
Seek First to Understand
Then to be understood
Benefits of large partner, structured
meet needs
Full transcript