Role Playing Activity Professional Selling

Role Playing Notes

PRICE OBJECTION HANDLED AT BEGINNING OF PRESENTATION

Price- I understand your concern, but first let me show you more of the benefits of our product before we get to the price.

CONTINUE PRESENTATION

After fist two benefits are presented, do a check back on price.

So far do these benefits make you feel better about investing in our product?

FINISH PRESENTATION

Objection #1 (Direct Denial)

Customer does not want to do business with us.

Do you have any concerns at this time?

I do not want to do business with your company.

Okay, I understand your concern. But may I ask why? Is there something negative you have heard about us, or that you just don’t like the product in general?

I have heard rumors that Nike has participated in some unethical business practices.

I can personally assure you that is just a rumor. Our company has a very strict ethical code that everyone acknowledges. We also have a no tolerance policy on any violations of the code. I have here a copy of the Ethical Codes guidelines, if you would like to take a look?

*buyer scans paper*

Does this clear up your concerns about us?

Objection #2 (Feel Felt Found)

Are there any more concerns you have today?

I’m not sure we can make a decision right now.

I understand, it’s difficult to make a large decision, especially so quickly.

Is there a specific reason you are hesitant today?

Yes, it’s a time issue. I’m not sure if I’m ready to make this decision. Maybe if I had a few days to think on it..

Many of my customers feel this way at first, however they have found the benefits of our product to be substantially valuable to their companies. The sooner they choose to work with us, the quicker their business’s start to increase profits!

Are you ready to make a decision today, or do you still need a few days to decide?

Presentation:

Benefits:...