Capability objections are objections where the buyer sees the value of solving the problem but raises doubt about the capability, capacity or genuiness of the sellers solution. There are two kinds of capability objections:
# Capabilty ''can't'' objections
## These kinds of objections occur when you do not have the capability to meet a need that is of high value to the prospect
# Capability ''Can'' objections
** These objections occur when you do have the capability but the buyer does not recognize it yet.
!Strategy for 'Can't' objections
# Acknowlegde that you can't meet the need
# Increase the value of the capabilities that you ''do'' have
!Strategy for 'Can' objections
# Acknowledge the legitmacy of the buyers concern
# Demonstrate your capability
# Show proof, where nessary. Provide sources of proof. (See also: [[Social proof]]
bag
sales_public
created
Thu, 23 Jun 2011 20:38:25 GMT
creator
dirkjan
modified
Thu, 23 Jun 2011 20:38:25 GMT
modifier
dirkjan
tags
M16
Objections
Term
creator
dirkjan