Park Management Lesson 5

• Communicatie
• HBO

Lesson 4: handling buying signals

Lesson objectives

1. Understand and apply sales and negotiation theory to this week's topic
2. Complete self-evaluation
3. Provide peer feedback 

Think about a time you were part of a negotiation: what buying signals can you remember showing or seeing?

What buying signals were mentioned in the short video you watched?

Feel free to inform students there are 10 total and that they should be more specfic than just "asking questions". Encourage them to discuss in pairs or a group before submitting answers,

https://www.youtube.com/watch?v=INPmup_VIPw

1. positive body language

2. spending a lot of time looking at your offer (or over time) coming back more than once

3. asking details about the product

4. asking about price, warranty or terms

5. asking about start dates or delivery times

6. suggesting alternatives

7. asking about payment methods

8. asking about experience or company history

9. asking for information to be repeated

10. talking about how they would use the product

What kind of questions show the strongest interest?

Ones where the potential client is imagining themselves using your product/service.

How can you benefit from these kinds of questions/answer them well?

Paint a picture of them using your product/service that helps them see why they NEED YOUR PRODUCT and how it will help them.

Are objections a buying signal: why or why not? Explain.

Possibly!

Objections are usually a buying signal (shows they're at least considering/thinking about the offer), although not as powerful a one. When a prospect makes an objection, it means he's considering buying but is concerned about one or more aspects of the purchase. Questions like “What if I'm not satisfied with the product?” or statements like “I can't afford this” mean that you've at least started to pique the prospect's interest.

Handling objections

Respect:

• Respect the objections
• Show empathy/concern
• Be honest
• Offer information that could subside or minimize objections
• Ask questions back

Discuss with a partner and submit your thoughts. Why should you ease into the sale, even with strong buying signals? Enter your answer.

After a few minutes/students have entered their answers, reveal them and discuss as a group. Check what it says below:

A buying signal, even a very strong one, isn't necessarily your cue to dive into a close. Almost everyone has a resistance to being “sold” and if they start to feel like you're pressuring them, they're likely to push back. So rather than hit the prospect over the head with your most powerful close, try easing them into the purchase. If you get a strong buying signal, and you feel it's appropriate, it might be a good time to use a trial close. If the prospect responds well, you can proceed to the close.

If not, you still have the option to back off a bit and continue with the sales process.

Hot Seat

Get out the talk 5 preparation material/feedback form and scan them quickly. One student who will be assessed on this will role play as the park manager and the teacher will roleplay as the alderman. The rest of the class will take notes/give feedback using the feedback form.

PRACTICE

Use the preparation material + checklist to practice the role play in your project groups. Each student should play the park manager, the alderman and the feedback giver at least once!

How well did you read/act on the buying signals today?

Very well

Somewhat

Not at all

I was helpful to my classmates when providing feedback.

010

This was our last workshop!