Download Sales Discussions Regarding Boyne Mountain Resort: Objections and Responses - Prof. Dougla and more Study notes Marketing in PDF only on Docsity! Objections and Responses True Stall Paul Wells: This is a decision that I am going to have to think over, and won’t be able to answer today. Salesperson: I completely understand. Is there anything I can do, which may help in your decision on choosing Boyne Mountain Resort? Paul Wells: No, we just need more time to evaluate. We have to look at our budget, and make sure we don’t go over. Salesperson: I understand the budget problem, and I think that the Boyne Mountain Resort will be a definite fit for your Insurance group. If we could set up a time next week and talk about your decision about choosing the Boyne Mountain Resort. Would that give you enough time? Paul Wells: Yes, next week would be great. Salesperson: If you have any comments or questions before our meeting please don’t hesitate calling me. False Stall Paul Wells: I am going to need more time to think this over. Can I get back to you in the future? Salesperson: Did I cover everything about Boyne Mountain Resort, which you wanted to know about? Paul Wells: You covered everything that I wanted to know, but I just need some more time to think about Boyne Mountain Resort. Salesperson: Do you think that Boyne Mountain Resort will satisfy your 3-day fall spring golf outing? Paul Wells: Yes, but I am concerned with how Boyne Mountain Resort can compare with Grand Traverse Resort or Crystal Mountain Resort. Value Paul Wells: I am not sure if Boyne Mountain Resort is worth the extra money. Salesperson: What makes you feel that Boyne Mountain Resort isn’t worth the extra money? Paul Wells: I feel that we could take our 3 -day spring golf outing to another resort for a better price. Salesperson: I understand, but with Boyne Mountain Resort you have better quality, which will make your employees happy. Our golf course is a wonderful 18 hole course. We strive with our customer service so we cater to all of your needs. If you look at our reviews everyone is happy with the service and price. Also, I think you will stay in your 30,000 budget. Paul Wells: After looking at all the features you offer, that you have a good price for your value. Salesperson: Does that make you feel better about the price of Boyne Mountain Resort? Paul Wells: Yes it does. Finance Paul Wells: I like the Boyne Mountain Resort, and want my 3-day spring golf outing at Boyne Mountain Resort. Salesperson: Should we start talking about payment options? Paul Wells: Well money is kind of tight right now, I’m not sure if I can pay all of the money up front. Salesperson: Boyne Mountain Resort would be a great fit for you. If you decide that it is the right fit for you, we can set up a payment plan. We have another six months till you will be going for your golf outing. We can set up a six month payment plan. How does that sound to you? Paul Wells: That sounds great! Previous Representative Paul Wells: About two years ago we had a company trip and we had talked to one of your representatives about choosing the Boyne Mountain Resort we had issues with the representative. The representative refused us time to choose, and told us that if we didn’t choose at that very moment we wouldn’t be able to book at the resort.
