Effective Questioning And Objection Handling Questions!

Gaining Commitment

Needs Assessment

Building Trust

Closing the Deal

Presenting the Solution

Respond to each concern with a Groupon fueled solution

Tell them whats best for the success of the business

Ask questions, Listen and take notes

Using the tools developed by Groupon like the ROI Worksheet and the Capacity Calculator

It gets them to agree to something by acknowledging that you know whats best for their business

It allows the merchant to focus and participate in the conversation

It gives them solutions to problems with out having to ask many questions

It prevents any future objections

You can develop scripted answers to all objections before making the call

It allows you to controll the conversation

You can carry the objections to your DSM without spilling

It allows you to focus on the appropiate response to the real source of the objection

Questions specific to Groupon's ability to help address the individual merchants challenges

Detailed questions that establish your dominance of the conversation

Leading questions that help the merchant understand Groupon's competitive framework

Questions that move the direction of the conversation towards a Rate Confirmation

Prior Negative Experience

General No Interest

Financial/Profit

Competitive Framing

Refocus, Pivot, Answer, Agree

Acknowledge, Pivot, Revisit, Check for Agreement

Listen, Refute, Pivot

Acknowledge and Listen, Refocus, Answer, Check for Agreement

Helping the audience see the situation from a different or new point-of-view

Providing the merchant with the information needed to disregard their previous conclusions

Acknowledging that you are wrong and pivot

Effortlessly pivoting from an objection to avoid confrontation

True

False