The proposal's 'content' is 90%! How to create a 'strong proposal' that overcomes objections (online seminar)
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Customers often reject sales proposals with various excuses such as "It's fine as it is," "I don't need it," and "It's the same everywhere." In this seminar, we will introduce a "proposal scenario" that anticipates six common rejection phrases and helps ensure successful proposals.
The proposal scenario consists of two steps: the 1st step, "Eliciting interest and needs," and the 2nd step, "Eliciting satisfaction and reassurance."
In the 1st step, "Eliciting interest and needs," we will introduce three methods to overcome objections:
(1) Utilizing societal changes as a tailwind to overcome "It's fine as it is."
(2) Identifying gaps in competitors and preparing new solutions to overcome "I don't need it."
(3) Establishing credible "grounds" to gain customer trust and overcome "It's the same everywhere."
In the 2nd step, "Eliciting satisfaction and reassurance," we will categorize customers into three types: "blame-oriented," "self-blame-oriented," and "no-blame-oriented," covering their respective needs and expanding strengths. We will also introduce methods to overcome the three rejection phrases: "Isn't there more we can do?" "Can I feel reassured?" and "It's a hassle, so it's troublesome."
This is a short, 40-minute online seminar with no participation fee. Please feel free to register.
| Date and time | Monday, May 08, 2023 ～ Thursday, Dec 28, 2023 The seminar is 40 minutes long. Please let us know your preferred date and time. |
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| Entry fee | Free |
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