Page 76 - CHCS

Dealing with Stakeholder Issues

Most issues dealt with are:

• Objection Handling

There are 3 phases to Objection Handling (AAB):

Acknowledge, state an...
Alternative and state the...
Benefit of that alternative
• Competition Handling

Competitive Offensive Strategy :

• Our strengths, Their weaknesses

Competitive Defensive Strategy :

• Their strengths, Our weaknesses