Offering your Product/Service & Planning your Objection

Handling

Preparations and Submission Details

- The deadline will be on Saturday, at 11.59 (WIB)
- Link to submit the assignment is here
- The answer for the case study will be shared after Mini Course ends

Case #1 - Creating a Sales Letter

The objective of this case study is for you to develop the sales letter for your customer as Business
Development Representative/Salesperson of a tech company. A sales letter is a written pitch to attract
potential customers to a product or service. The goal of a sales letter is to show a customer how your
business will benefit them.

Instructions:
● Your product is Salesforce. It is a cloud computing service as a software (SaaS) that specializes
in customer relationship management (CRM).
● Write a catchy headline that grabs your customer's attention and identifies what they need & why.
● Include bullet points with key information and give customers a call to action.

Learning How to Handle Objections

Being able to handle objections effectively and help prospective clients see what the possibilities
are with your new product or service is one of the most valuable skills you can possess as a sales
person.

“If this is the case then why don’t more people build this skill?”

Because it’s hard and often uncomfortable. The objective of this assignment is to prepare you for
success and give you the few sentences needed to have better, more engaging conversations
with your prospective clients. Remember - your prospective clients have their ‘script’ and it’s
important for you to have yours rehearsed too.

Case #2 - Handling the Objections

Using the frameworks discussed in the lecture prepare 1-2 sentences which will allow you to handle the
most common objections you currently face in sales.

If you are new to sales, take a look at the list below and use the frameworks to create a response to each
of these common objections.

● Not interested.
● I get so many of these calls.
● We don’t need this right now.
● We don’t have the money/ budget.
● I’ve just bought one.
● I’ve just sold one.
● My brother, sister, family member does this.
● We already have a solution.
● We never change what we do.
● That’s out of my hands.

Practice Time! (Optional)

Now that you have your sentences prepared, it’s time to practice! Find a partner/ buddy to call (either Via
Zoom or Phone call) and take it in turns to go back and forth; one person will give objections and the
other person is to respond with the objection handler that best fits the objection.

To give you a feel for how this looks WATCH THIS.

● Pay attention to how you feel when the other person says their objection handler
● Provide immediate feedback to your partner
● Try the same objection multiple times to get an objection-handler to stick

Note: You may feel a little silly at first, get past this! Role plays are crucial to reinforcing your learning