For this assignment, first watch the Marc Wayshak video:
Then, read the following excerpt about using the LAARC communication method from The Professional Selling Skills Workbook by Ramon Avila, Thomas Ingram, Raymond LaForge, and Michael Williams.
LAARC, an effective process for dealing with sales resistance from a buyer, has been developed in industry training programs. The term LAARC is an acronym describing a process for salespeople in working with sales resistance:
ASSIGNMENT: Using the strategies from the Marc Wayshak video and the LAARC communication method, write your response to each of the following buyer’s objections. The Listen step is not included since it is implicit in the process.
The Participation Assignment_Objection Handling.docx needs to be completed and uploaded to Canvas in order to earn participation points.
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