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Test Common sales excuses
Agenda
QUESTION 1: WHAT IS ONE OF THE MOST COMMON EXCUSES USED BY CUSTOMERS TO AVOID A PURCHASE?
Lack of perceived need
Budget overrun
Lack of confidence in the seller
Lack of time
QUESTION 2: HOW CAN A SALESPERSON ADDRESS THE EXCUSE OF LACK OF BUDGET?
Ignoring the client's financial situation
Suggest financing options
Failure to highlight the value and benefits of the product
Demonstrate how purchasing is simply an expense
QUESTION 3: WHAT IS AN EFFECTIVE STRATEGY TO OVERCOME THE PERCEIVED LACK OF NEED?
Focus on the client's pain points
Ignoring customer needs
Failure to provide examples or success stories
Failure to create awareness of product benefits
QUESTION 4: HOW CAN A SALESPERSON OVERCOME A LACK OF CUSTOMER CONFIDENCE?
Failure to establish a solid relationship with the customer
Do not show certifications or awards obtained by the company
Provide testimonials from satisfied customers
Failure to offer satisfaction guarantees
QUESTION 5: WHAT CAN BE DONE TO ADDRESS THE EXCUSE OF LACK OF URGENCY?
Highlight the long-term benefits of the purchase
Do not create a sense of urgency
Offer special incentives and limited-time discounts
Ignoring the importance of immediate action
QUESTION 6: HOW CAN A SALESPERSON OVERCOME CUSTOMER INDECISION?
Failure to provide additional information or answer questions
Do not offer product tests or demonstrations
Provide testimonials from dissatisfied customers
Provide additional information and support the client in his decision making process
QUESTION 7: WHICH OF THE FOLLOWING IS TRUE ABOUT EXCUSES IN SALES?
Excuses can be overcome with effective strategies
Excuses are not common barriers for salespeople
Customers never use excuses to avoid a purchase
None of the above
QUESTION 8: WHY IS IT IMPORTANT TO UNDERSTAND COMMON SALES EXCUSES AS A SALES COACH?
It is not necessary to understand common excuses in sales
To avoid developing effective strategies to solve them
To close successful sales without considering customer excuses
To develop effective strategies and carry out successful transactions
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