Act 7 Ask for Commitment

• 作者: Duane Sparks from KMG
• 来源期刊: 新华航空
• 学科: 经济
• 关键词: CUSTOMER COMPETITION LISTEN carefully QUESTIONS in
• 年，卷（期）: 2008,（6）
• 页码范围: 111-111
• 页数: 1页
• 分类号: F274

摘要

【正】"I’ll bite.How does Action Selling define an objection?""Action Selling defines an objection as a customer’s response to an unasked question,"Joe said."Every objection you’ll ever hear will relate to one of the customer’s five buying decisions.And all of the objections you hear could have been uncovered during Act 3 instead of in Act 7.""Come again?"Matt asked."This is important,so listen up,"Joe said."If you had followed the"Ask the Best Questions Map"carefully in Act 3 to determine the needs,issues,competition,budget,buying influences,and time frame,then objections you hear at the end of