Manage Misperceptions

Where to we address the misperceptions in the Sales Cycle?

In the Connect Phase of the process
Why is important to address Misperceptions?

It helps to address issues BEFORE they become objections.
How many steps in process of managing misperceptions?

Four
First Step in Managing Misperceptions

Test by asking asking questions.
Second Step in Managing Misperceptions

Cushion their response to the question asked
Third Step in Managing Misperceptions
- Redirect by using one of 3 techniques to guide the prescription.
- 1 - Agree
- 2 - Dissociate
- 3 - Use a USP
Fourth Step in Managing Misperceptions

Expand: Give the whole picture of yous solution or organization. Do NOT begin the sales pitch.

Author

83Skeeter

343756

Card Set

Manage Misperceptions

Description

How to handle Misperceptions

Updated

2018-11-25T23:43:22Z