Class 8 Reflection Questions
**Note: I was a SELLER today
I followed the objection handling stage in addition to the investigation stage (asking questions) to get the information I needed. The buyer was not forthcoming with any objections during my initial questioning. I had prepared my questions to get the buyer themselves to tell me what they wanted, what they valued, and how they viewed our product. Since they did not add any information that I did not already knew I moved on to introducing my product and how it fit in with the Whole Foods brand very generally to move the sale forward. It was at this stage that I found the buyer raising objections and through clarifying each objection, I was able to glean what exactly they valued (cost and fit). Using this knowledge, I was able to …show more content…
This is a worthwhile activity because coaches, in the context that I have identified, are not within an organization but have useful information. Moreover, they can give you unguarded insights about the buyer and their needs that you wouldn’t otherwise have access to. By extension, they can help increase your credibility which is invaluable in a sales call. I could use this type of fact gatherer in the law profession as well. By contacting a former employee of a potential client, I can gain valuable insights that the client themselves would not readily give up. Specifically, I could contact a former employee who could give me information on how the firm determines fit, what criteria or requirements they have and other insider information on the company’s concept and needs. Having access to all of this information before entering a sales call is much more useful than receiving it during the sales call and having to adjust your sales approach or objective. It also allows for greater preparation and a better
**Note: I was a SELLER today
I followed the objection handling stage in addition to the investigation stage (asking questions) to get the information I needed. The buyer was not forthcoming with any objections during my initial questioning. I had prepared my questions to get the buyer themselves to tell me what they wanted, what they valued, and how they viewed our product. Since they did not add any information that I did not already knew I moved on to introducing my product and how it fit in with the Whole Foods brand very generally to move the sale forward. It was at this stage that I found the buyer raising objections and through clarifying each objection, I was able to glean what exactly they valued (cost and fit). Using this knowledge, I was able to …show more content…
This is a worthwhile activity because coaches, in the context that I have identified, are not within an organization but have useful information. Moreover, they can give you unguarded insights about the buyer and their needs that you wouldn’t otherwise have access to. By extension, they can help increase your credibility which is invaluable in a sales call. I could use this type of fact gatherer in the law profession as well. By contacting a former employee of a potential client, I can gain valuable insights that the client themselves would not readily give up. Specifically, I could contact a former employee who could give me information on how the firm determines fit, what criteria or requirements they have and other insider information on the company’s concept and needs. Having access to all of this information before entering a sales call is much more useful than receiving it during the sales call and having to adjust your sales approach or objective. It also allows for greater preparation and a better