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Using points and examples from the lecture, explain two strategies salespeople use to address customer concerns.
Topic (two ways to talk to a customer effectively. sales -> effectively address concerns -> strategies)
· special feature -> outweigh the concern
e.g. computer -> expensive -> get work done sooner -> worth the price
· demonstrate -> use the product in front of the customer -> eliminate concern
e.g. portable enough -> unplug the computer -> demonstrate easy to transport -> eliminate concern
sample answer
In the lecture, the professor talked about two ways sales use to talk to customers, that is, to address concerns effectively.
The first method is to provide some special feature to outweigh the concern. For example, when a customer thinks that a computer is very expensive and is reluctant to buy it, the sales can always explain the computer is very fast, and would get work done sooner, thus is worth the price.
The second method is to demonstrate right away in front of the customer to eliminate concerns. For example, if the customer is worried if the computer is portable enough, the sales can unplug the computer and put it in a bag, to demonstrate it is easy to transport, thus eliminate the concern.