Sales Call strategy Report

AEB 3341 Selling Strategically

Handling Objections:

1. Put off

2. Alternative product

3. Feel, Felt, Found

4. Answer with a Question

5. Agree & Neutralize

6. Boomerang

7. Direct Denial

8. Case History

9. Demonstration

10. Trial Use

CLOSINGS

1. Direct

2. Choice

3. Assumption

4. Additional Selling Point

5. Stimulus Response

6. SRO or Standing Room Only

7. Special Deal

8. Puppy Dog

9. Turnover

10. Objection

11. Forgot Something