Exercise – Personal Selling

Personal Selling

Fishbourne Financial Services

You are the salesperson for Fishbourne Financial Services. You have worked hard recently on prospecting and have a meeting with Mr Boosh, regarding his personal finances. You have sent some information to him prior to your call. You are about to begin your sales call, and your objective is to sell the client a pension scheme Complete the following Tasks:

(a) Mr Boosh raises the following objection – ‘Your pension scheme seems very expensive’ – How would you handle it? [There are 4 ways to handle this objection]

(b) You have reached the end of the sales call. How would you close the deal for the pension scheme with Mr Boosh? [There are 3 ways to close this deal]