One of a salesperson’s most important responsibilities is addressing customer objections. In this LAP, students will learn common types of customer objections, how to distinguish between a real objection and an excuse, and how to convert customer objections into valid selling points. In The Gray Zone, students will examine a situation in which a salesperson stretches the truth to convert a customer objection into a selling point.
LAPs (Learning Activity Packages) are comprehensive instructional packages that include all elements of a performance-oriented lesson plan. This LAP includes a student handout (with CopyIT! permission) that includes information about converting objections into selling points, a (So What?) discussion of why it's important to learn, and a short (Gray Zone) case addressing ethical issues. Click here for a sample of the student section. The instructor section features a comprehensive discussion guide, complete practice- (short answer) and post-tests (multiple-choice) with descriptive keys, student activities, and more.
Bring your discussions to life with our PowerPoint presentation featuring a broad range of graphics and special effects to help keep students interested. This professionally produced presentation consists of 14 slides.