Objections

The opening of the sales call is the most likely stage of the sales process to be scripted. 

You are a sales representative for a professional women’s soccer team responsible for selling premium group experiences (birthday parties, youth soccer nights, and corporate outings, etc.). Your next prospect is Coach Rivera, who runs a large youth soccer club with more than 300 players (ages 8–16). Parents are active in attending matches, and Rivera’s goals are to reward players, build community, and create a fun, affordable experience for families. The club usually attends one or two games per year but wants to do something bigger this season. Using the SPET framework, which of the following statements would appropriately fit within your sales recommendation conversation?

You will never make a sale solely off a great introduction, but you can lose a sale with a bad introduction. 

On the first call to a customer on a B2C call, it is important for the seller to 

Which department is responsible for selling tickets to groups of individuals?

While asking questions during the needs analysis, you should 

People buy for ____ reasons and justify their purchases based on ____ reasons.

Examine the following sales pitch. “Hi Jim. Thanks for taking my call. I wanted to let you know that we have deeply discounted tickets this year in the upper deck. These tickets go on sale next week and we want to get the word out to our loyal fans. These tickets are available for ten games this season. Are you interested?” Which of the following philosophies best describes this approach?