Praktische Vaardigheden Ontwikkelen Sales Techniques | Page 126

WHY PROSPECTS OBJECT
o
o
o

Psychological o
reasons
o

o

o

Logical o
Reasons
o

Dislike decision making
Prefer old habits
Reluctance to give up
something old for
something new
Unpleasant past
associations with you
or your company
Resistance to
domination
Perceived threat to self
image
All or part of the
presentation was
misunderst