Product Presentation
Vocabulary
Objections
Kitchen Sink
Methods
100
After you have learned the customer's ___________________ of a product, you should be able to select a few sample that match thooe needs.
What is intended use
100
Words the average customer can understand.
What is Layman's Terms
100
Objections based on _________ are more common with expensive merchandise. You might hear statement's like, "that's more than I wanted to spend."
What is Price
100
To ______________ is to restate something in a different way. A customer might say, "the style is nice, but I don't like the color." You could ______________ the objection by asking, "Would you be interested int he jacket if we could find your size in another color?"
What is Paraphase
100
An objection can be returned to the customer in the same way that a _________________ returns to the thrower. The ________________ brings the objection back to the customer as a selling point.
What is Boomerang Method
200
When you do knot know the customer's price range and your knowledge of the intended use is insufficient to determine a price range, begin by showing a ______________________
What is Medium priced product
200
Technical talk that both industrial buyers and salespeople understand.
What is Jargon
200
Objections related to ____________ usually occur when the customer does not have an immediate need for the item or wants the item but doesn't not truly need it.
What is Need
200
Recommending a different product that would satisfy the customer's needs.
What is Substitution Method
200
The __________________ is when the customer's objection is based on misinformation. It is best to provide proof and accurate information in answer to objections.
What is Denial Method
300
To avoid overwhelming your customer, show no more than ____________ products at a time.
What is 3
300
Reasons for not buying or not seeing the salesperson
What is an Excuse
300
Objections based on _________ often occur because of negative past experiences the firm or brand. A business to business customer might say, "The last time I placed an order with your company, I received it two weeks after the promised date."
What is Source
300
The _____________________ involves using a previous customer or another neutral person who can give a testimonial about the product.
What is Third Party Method
300
The _________________ method is a technique in which you ________________ the customer to learn more about the objections.
What is Questioning
400
Use highly descriptive _______________ and ___________ verbs when describing product features.
What is Adjectives and Active
400
You can prepare yourself for most objections that might occur in a sales situation by completing _________________, a document that lists common objections and possible responses to them.
What is an Objection Analysis Sheet
400
Objections based on the _______________ itself are more common. They include concerns about things such as construction, ease of use, quality, color, size, or style.
What is Product
400
Successful salespeople have learned to use a very basic strategy when answering all objections. It consists of four basic steps for handling objections: ______________, _________________, ___________, and ____________.
What is Listen, acknowledge, restate, and answer.
400
The ______________________ exemplifies the adage "Seeing is believing."
What is Demonstration Method
500
_______________________ the product in use helps to build customer confidence.
What is Demonstrating
500
Concerns, hesitations, and doubts, or other honest reasons a customer has for not making a purchase.
What is an Objection
500
Objections based on ___________ reveal a hesitation to buy immediately. These objections are sometimes excuses.
What is Time
500
There are ____ left until DECA State Competition
What is 16
500
The ___________________ is a technique that permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits.
What is Superior Point Method
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