{"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":"","width":"100%","height":180,"duration":1602,"description":"Dive - Handling Objections and Closing the Sale in Upselling and Cross-SellingEpisode 19 Duration: 27 minutesJoin 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.Episode OverviewMaster essential objection-handling elements:Common objection understandingPrice concern addressingNeed awareness developmentTime constraint navigationClosing technique masteryUnderstanding Common ObjectionsLearn to implement:Objection familiarizationCustomer concern recognitionHesitation identificationWorry acknowledgmentResponse preparationPrice Concerns UnderstandingDevelop approaches for:Cost worry recognitionBudget constraint acknowledgmentValid concern empathyWise spending supportValue communication priorityReal-World Premium Coffee ScenarioMaster techniques through example:Customer hesitation observationPrice concern understandingQuality bean explanationPerfect crafting emphasisRich flavor highlightingPrice Defense StrategyCreate systems for:Price justification avoidanceValue conveyance focusMorning routine elevationRegular customer conversionRecommendation appreciationAddressing Price Concerns ExcellenceImplement strategies for:Value emphasis priorityAlternative offeringSavings highlightingFlexibility maintenanceSatisfaction achievementNeed Awareness UnderstandingEstablish protocols for:Unrealized need recognitionAdditional item resistanceCommon objection identificationCustomer realization guidanceBenefit demonstrationReal-World Sandwich ScenarioDevelop approaches through example:Lunch purchase observationChips and drink absence noticePolite suggestion...","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}