VCC Discussion: Customer "Resistance" at the
"Close"- P3, S5, T4
To complete this assignment successfully, you should:
- Study the assignment carefully
- Complete the assignment as directed
CUSTOMERS MAY SURPRIZE
YOU AT THE "CLOSE" - THEY DON'T ALWAYS "AGREE" EVEN IF THEY
DID DURING THE PRESENTATION ITSELF:
Be Philosophical and Expect
a "Second" Resistance at the "Close" - It's a Normal Part
of a Sales Presentation.
The key to all of this is knowing how to respond when you
recognize resistance. In Step 5, Topic 4, we have given you some instruction:
(a) Typical Types of Closes and (b)
Some model "verbage" to handle "closing" resistance .
Let's go to the VCC and
Discuss!
