CTG Training Pamphlet

OVERCOMING SALES OBJECTIONS

OVERCOMING SALES OBJECTIONS 1. Listen

a. Actively listen to your customers questions and concerns. b. Listen to understand, not to reply.

2. Collect

a. Collect as much info about the project as possible i. This will aid the fabricator when they go to the home if the customer purchases. ii. The more we know the better! iii. Gather information about future projects. Are the looking to renovate any other spaces? This is a great opportunity to get another sale! 3. Repeat a. Repeat back what they said to ensure you correctly understood their concerns or desires. 4. Validate a. Empathize and offer benefits of our program. b. Ex: I understand that it seems expensive, but when you purchase Corsica Pearl you are also receiving the benefit of expert fabrication, grade A material, and warranties. 5. Ask a. Open ended questions will help you gather more info than yes or no questions would. 6. Prove a. Prove our value by telling them about a past customer, or how our brand is superior to other brands. 7. Follow-up

a. Follow up with potential customers. b. It’s never to late to capture a sale!

8. Anticipate a. Understand common objections and be armed with the answers and solutions.

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