{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Dive: Foundations for C-Store Sales Associates","title":"Handling Objections and Closing the Sale in Upselling and Cross-Selling","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/3b704f2e\"></iframe>","width":"100%","height":180,"duration":1602,"description":"Dive - Handling Objections and Closing the Sale in Upselling and Cross-Selling\nEpisode 19 Duration: 27 minutes\nJoin host Mike Hernandez as he reveals how objections transform from roadblocks into opportunities that showcase product value and turn hesitant customers into enthusiastic buyers. Learn to understand common objections including price concerns, need awareness, time constraints, and skepticism, master proven strategies for addressing each objection type, practice through role-playing activities, and deploy powerful closing techniques that seal deals while respecting customer autonomy.\nEpisode Overview\nMaster essential objection-handling elements:\nCommon objection understanding\nPrice concern addressing\nNeed awareness development\nTime constraint navigation\nClosing technique mastery\nUnderstanding Common Objections\nLearn to implement:\nObjection familiarization\nCustomer concern recognition\nHesitation identification\nWorry acknowledgment\nResponse preparation\nPrice Concerns Understanding\nDevelop approaches for:\nCost worry recognition\nBudget constraint acknowledgment\nValid concern empathy\nWise spending support\nValue communication priority\nReal-World Premium Coffee Scenario\nMaster techniques through example:\nCustomer hesitation observation\nPrice concern understanding\nQuality bean explanation\nPerfect crafting emphasis\nRich flavor highlighting\nPrice Defense Strategy\nCreate systems for:\nPrice justification avoidance\nValue conveyance focus\nMorning routine elevation\nRegular customer conversion\nRecommendation appreciation\nAddressing Price Concerns Excellence\nImplement strategies for:\nValue emphasis priority\nAlternative offering\nSavings highlighting\nFlexibility maintenance\nSatisfaction achievement\nNeed Awareness Understanding\nEstablish protocols for:\nUnrealized need recognition\nAdditional item resistance\nCommon objection identification\nCustomer realization guidance\nBenefit demonstration\nReal-World Sandwich Scenario\nDevelop approaches through example:\nLunch purchase...","thumbnail_url":"https://img.transistorcdn.com/zrZxScRcZFmn69MZIrXmmbPFetZsQRVzOB-QfZwX7Nk/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8yNDUy/YTkzYmMxZWViMjRk/ODBlODViZjVjYTBh/MzNlOC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}