Evaluation Customer Attitudes
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I have learned the basic skill of need satisfaction selling process: PROBING, SUPPORTING AND CLOSING...bUT THE SELLING PROCES involves more than just PROBING, SUPPORTING, AND CLOSING. It also entails assessing and handling customer attitudes as they appear throughout a sales call.In most real-life selling situations customers don't exhibit an attitude of acceptance. They sometimes:n are SKEPTICALn are INDIFFERENTn object ton certain benefits of your product or service.
Today you'll learn how to handle the more difficult customer attitudes of SKEPTICISM...INDIFFERENCE..OBJECTION.
Your main goal in sales call is to uncover customer needs that can be supported by BENEFITS of your product. Howeve, when you probe to uncover needs, you will also uncover a variety of ATTIRUDES.n....When you probe, youcan uncover both customer NEEDS AND ATTITUDES.
FOUR CUSTOMER ATTITUDES
A customer's attitude toward your product generally falls into one of four categories:
n ACCEPTANCE SKEPTICISM INDIFFERENCE OBJECTION..
In our next sessio
I will cover each of them
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