Best Strategies and Communication Methods for Handling Objections

Student Name/EUID # _________________________________________________________________

Participation Assignment: Best Strategies and Communication Methods for Handling Objections

ASSIGNMENT: Using the strategies from the Marc Wayshak video and the LAARC communication method, write your response to each of the following buyer's objections. The Listen step is not included since it is implicit in the process.

1. Your price is too high.

Acknowledge:

Assess:

Respond:

Confirm:

2. I just don’t think we need it at this time. Check back with me in six months.

Acknowledge:

Assess:

Respond:

Confirm:

3. I am not sure that I can make a decision without getting my manager’s approval.

Acknowledge:

Assess:

Respond:

Confirm: