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Manage Misperceptions

  1. Where to we address the misperceptions in the Sales Cycle?
    In the Connect Phase of the process
  2. Why is important to address Misperceptions?
    It helps to address issues BEFORE they become objections.
  3. How many steps in process of managing misperceptions?
    Four
  4. First Step in Managing Misperceptions
    Test  by asking asking questions.
  5. Second Step in Managing Misperceptions
    Cushion their response to the question asked
  6. Third Step in Managing Misperceptions
    • Redirect by using one of 3 techniques to guide the prescription. 
    • 1 - Agree
    • 2 - Dissociate
    • 3 - Use a USP
  7. Fourth Step in Managing Misperceptions
    Expand: Give the whole picture of yous solution or organization. Do NOT begin the sales pitch.  
Author
83Skeeter
ID
343756
Card Set
Manage Misperceptions
Description
How to handle Misperceptions
Updated

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