Answer of Strategic Sales Planning Form B

1. ANSWER OF STRATEGIC SALES PLANNING FORM B
ANSWER OF STRATEGIC SALES PLANNING FORM B
ANTICIPATING AND NEGOTIATING SALES RESISTANCE WORKSHEET
Part I Anticipating sales resistance PART II NEGOTIATING SALES RESISTANCE
Type What customer might say METHODS WHAT YOU WILL SAY
Time “I would like to take a day to
think
over your proposal”
TRIAL OFFER. “I heard that you are going to
organize a board meeting soon,
what if we could host it for a very
Small cost for you? We can take this
as our marketing cost to Acquaint
you with our property.”
Price “The price is way over my
budget”
SUPERIOR
BENEFITS.
“Ok! What-If I show you all of the
extra benefits which will increase
the total value you can receive in
this budget (Hitt, Ireland &
Hoskisson, 2017).”
Source “I’m going to check the
Mariott.”
DEMONSTRA
TION.
“I know we are having a competitor
Marriott who is Very well and a fine
property. But if you give your
valuable time to show you the
price/value comparisons you will get
to know the crystal
Clear picture.”
Product “I’m concerned about the size QUESTIONS. “How many people are going to
Come in your meeting?”
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of your meeting rooms”. “How many people from press
are going to capture your
Meeting?” “Do you need the
Accommodation for them?”
2. ANSWER OF STRATEGIC SALES PLANNING FORM C
ANSWER OF STRATEGIC SALES PLANNING FORM C
CLOSING AND CONFIRMING THE SALE WORKSHEET
PART I PART II
Verbal and Non- verbal closing
clues
Method of closing What you will say
Agrees with each benefit Summary of the
benefits and direct
appeal.
“Let me review what we have
talked about (all the benefits) and
We can close this conversation by
signing this letter of agreement.”
Agrees after an objection to price,
time , or source
Assumption. “Ok! I think after all the
discussion we have cleared all
your confusions. So, I’m giving
you the contract now to sign. Is
that okay for you?”
“and if you feel just read out the
contract and give your valuable
commitment by signing
(Churchill, Ford & Walker, 1993)”
Appears enthusiastic an impatient Trial close and
assumption
After matching all of your need
with our features and benefits.
Do you think your guests will be
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satisfied with our services?”
“would you like to give us a
chance to serve you”
“Would you like to formalize
these arrangements?”
Agrees with all benefits but will not
under any circumstances go over
budget
Special concession “If you give your signature on the
contract today, we can provide
you with special concession.
1st we can start work on these
concerns from early morning
tomorrow.
2nd if we can organize it for a very
Small cost giving a concession as a
token of our love for our future
relationships.
Is that something you would be
willing to commit to?”
3. ANSWER OF STRATEGIC SALES PLANNING FORM D
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