BUS633: Sales Management

Acknowledging the objection of your customer is the first step in the process. In this step, you will communicate back to your customer that you understand their concern. In the probing step, you will learn about asking probing questions to clarify to your customer that you understand their concern so you can best address it. In the answer step, you will learn about providing a relevant answer to the customer's concern and provide evidence that their concern is not a real problem. Finally, in the confirm and transition step, you will learn how to check back with our customers to confirm that we have answered their questions or concerns. If the concern was not answered, we would need to go back and probe to clarify what the objection was, provide a new response, and then clarify again before moving on in the sales process.