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Call Structure and Dealing With Objections. Media Selling, 4 th Edition. Call Structure. Greeting New information Opening Recap and purpose Discussion Dealing with objections Conditions Discussion tactics Summary and close. Dealing With Objections. Probe to understand.

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Presentation Transcript
call structure
Call Structure
  • Greeting
  • New information
  • Opening
  • Recap and purpose
  • Discussion
    • Dealing with objections
    • Conditions
    • Discussion tactics
  • Summary and close
dealing with objections
Dealing With Objections
  • Probe to understand.
  • Compliment, restate, and get agreement.
  • Empathize, reassure, and support (feel, felt, found).
  • Use trial closes
  • Forestall objections
  • Use “Yes, but…” and compare.
  • Use case histories (case studies).
  • Use “coming to that…”
  • Pass on objections.
dealing with the price objection
Dealing With the Price Objection
  • Continually talk about quality
  • Break price into smallest possible units
  • Talk value, not price.
  • Refer to investments, not costs
discussion tactics
Discussion Tactics
  • Vary your style.
    • Contrast
    • Movement
    • Novelty
  • Use equivalencies.
  • Narrow down objections and reconfirm.
  • Change the basis for evaluation.
  • Reassure doubts.
  • Evaluate reactions.
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