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Flashcards in Exam 3 Deck (8)
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1
Q

What is LAARC? and what is it used for?

A

Listen,Acknowledge, Assess, Respond, Confirm

  • Keeps sales dialogue positive.
2
Q

Sales people should listen to what buyers are saying. don’t cut them off

A

Listen ( L in LAARC)

3
Q

Salespeople should acknowledge that they received the buyer’s message and that they can understand the concern

A

acknowledge (A in LAARC)

4
Q

Salesperson should ask the buyer questions to gain a better understanding of what the buyer is saying & what they’re concerned about

A

Assess (A in LAARC)

5
Q

Salesperson can now respond to buyer’s resistance.

We will discuss many techniques for doing this in a bit

A

respond (R in LAARC)

6
Q

After responding, the salesperson should ask questions to make sure that the buyer’s concerns have been adequately addressed

A

Confirm (C in LAARC)

7
Q

What is sales resistance?

A

Buyer’s objections to a product or service during a sales presentation. anything the buyer does that slows down the buying process

8
Q

how to deal with sales resistance

A

Salespeople should be trained to think of at an opportunity to answer questions… provide more info. LAARC