SHR — Swiss Human Resources
Research 2023-08-03 High-Value Selling Lugano

Customer objections as information

Contact us
Read in:FrançaisDeutschItaliano
Customer objections as information — SHR, Lugano
Customer objections as information — SHR, Lugano

Customer objections as information — what studies show, and what they don't.

The research

Study: Schmitz & Ganesan (2014, JoM)

The limit

Single context; replicate before generalising. (our executive and employee training programmes)

Customer objections as information — SHR, Lugano — Tessin
Customer objections as information — SHR, Lugano — Tessin

Practical check in Lugano

Define one measurable indicator, test for a month, compare. To go further: explore the High-Value Selling training in Lugano in the canton of Ticino, or browse our executive and employee training programmes in Switzerland.

In pictures: High-Value Selling in Lugano

High-Value Selling training in Lugano — in practice
High-Value Selling training in Lugano — in practice
High-Value Selling training in Lugano — hands-on workshop
High-Value Selling training in Lugano — hands-on workshop
High-Value Selling training in Lugano — on the ground
High-Value Selling training in Lugano — on the ground

More articles on High-Value Selling

Research · Lausanne
What Predicts Sales Performance? A Meta-Analysis
Field · Sion
Intervention note: on the ground in Sion: what high-value selling truly reveals about organisations
Method · Sion
No filter: method: structuring a high-value selling initiative in Sion over 90 days
Expert view · Sion
No filter: high-Value Selling in Sion: what ten years of practice have taught us

More articles on Lugano

Research · Building AI Assistants and Agents Without Coding
AI Agent Hallucinations: Designing for Verification
Field · Complex Management
What we actually learn about on the ground in Lugano: what complex management truly reveals about organisations
Method · Complex Management
Intervention note: method: structuring a complex management initiative in Lugano over 90 days
Expert view · Complex Management
From the inside: complex Management in Lugano: what ten years of practice have taught us