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Vocab
Four Step Process
Handling Objections
Common Objections
Bonus
100
words the average customer can understand
What is Layman's terms
100
the final part of the Four-Step process
What is Answer the Objections
100
Salespeople ask these to handle objection.
What is Question method
100
Deals with expensive merchandise
What is price
100
Presenting the Product
What is chapter 14 about
200
Concerns, doubts, or other honest reasons a customer has for not making a purchase.
What is Objections
200
Listen Carefully, Acknowledge Objections, Restate Objections, Answer Objections
What is Four-Step Process for Handling Objections
200
A technique that permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits.
What is the superior-point method
200
Business- business sales
What is who deal with the five common objections
200
involves recommending a different product that would satisfy the customer's needs
What is Substitution
300
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
300
To be sure you understand the customer you can
What is Restate the objections
300
recommending a different product to satisfy a customer's needs
What is the Substitution method
300
difference in purchase motivation
Why does the actual objection vary?
300
reasons for not buying a product
What is excuses
400
Brings objection back to the customer as a selling point
What is boomerang method
400
demonstrating you understand and care about the customer's concerns
What is Acknowledge the Objections
400
"Seeing is believing"
What is the Demonstration method
400
Color, size, style, and quality
What are people concerned about when purchasing a product?
400
Substitution, Boomerang, Question, Superior Point, Denial, Demonstration, Third Party.
What are the 7 Specialized Methods of Handling Objections
500
A document that lists common objections and possible responses to them.
What is objection analysis sheet
500
Attentive, Eye contact, Customer talking
What is Listen carefully
500
customer's objection based on misinformation.
What is Denial
500
Name the five types of objections
What is Price, Source, Product, Need, and Time
500
Display and handle the product, Demonstrate, and Involve the customer
What are tips for effective product presentation ?