Course 08: Handling Objections & Complaints
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- 8 Steps for Handling Objections & Complaints.pdf
- Introduction
- Objections Can Be Great
- Objections Can Be Great Quiz
- The Ability to Correctly Handle Objections
- The Ability to Correctly Handle Objections Quiz
- Complaints Are Not Objections
- Complaints Are Not Objections Quiz
- Objection or Complaint?
- Objection or Complaint? Quiz
- Never Play Defense
- Never Play Defense Quiz
- The Power of Agreement
- The Power of Agreement Quiz
- Easton University System for Handling Complaints
- Easton University System for Handling Complaints Quiz
- Step 1: Treat Everything as a Complaint
- Step 1: Treat Everything as a Complaint Quiz
- Step 2: Agree with the Complaint and Move Forward
- Step 2: Agree with the Complaint and Move Forward Quiz
- Step 3: If Complaint Persists Ask Them for Solutions
- Step 3: If Complaint Persists, Ask Them for Solutions Quiz
- Step 4: If Complaint Persists Show Commitment to a Solution
- Step 4: If Complaint Persists, Show Commitment to a Solution Quiz
- Step 5: If Complaint Persists Offer a Solution
- Step 5: If Complaint Persists, Offer a Solution Quiz
- Step 6: Ask If It Is “Stopping Them From _______"
- Step 6: Ask If It Is “Stopping Them From ______" Quiz
- Step 7: Ask If It Is The Only Thing Stopping Them
- Step 7: Ask If It Is The Only Thing Stopping Them
- Step 8: Use “All Things Being Equal”
- Step 8: Use “All Things Being Equal” Quiz
- “I’d rather buy from them”
- “I’d rather buy from them” Quiz
- Follow Back
- Follow Back Quiz
- Choose Wisely
- Choose Wisely Quiz
- Don’t Delay Things
- Don’t Delay Things Quiz
- Less is More
- Less is More Quiz
- The Uno Reverse Card
- The Uno Reverse Card Quiz
- Remove Barriers
- Remove Barriers Quiz
- Reduce or Share the Risk
- Reduce or Share the Risk Quiz
- Downselling
- Downselling Quiz
- Upselling
- Upselling Quiz
- Upselling to Resistance & Rejection
- Upselling to Resistance & Rejection Quiz
- Understanding the Rational Impact
- Understanding the Rational Impact Quiz
- Understanding the Emotional Impact
- Understanding the Emotional Impact Quiz
- Confirm Money is the Issue
- Confirm Money is the Issue Quiz
- Avoid Breaking Out Your Cost Structure
- Avoid Breaking Out Your Cost Structure Quiz
- Reduce the Scope Don’t Lower the Price
- Reduce the Scope Don’t Lower the Price Quiz
- Talk to the Decision Maker
- Talk to the Decision Maker Quiz
- Evaluating Alternatives
- Evaluating Alternatives Quiz
- We don’t have the money/budget/funds right now
- We don’t have the money/budget/funds right now Quiz
- Course Completed
- Handling Objections & Complaints Work Book.pdf

Understanding the Rational Impact

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