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16 Cards in this Set
- Front
- Back
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acknowledge method AKA Pass-up Method. |
Simply let the buyer talk, acknowledge that you heard the concern, pause, and then move on to another topic. |
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boomerang method AKA Revisit Method. |
The salesperson turns the objection into a reason for buying the product or service. |
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compensation method AKA superior benefit method |
Buyers object to the salesperson product because it is less than perfect. The wise salesmen will admit that such objections are valid and then proceed to show any advantages |
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direct denial |
the salesperson makes a relatively strong statement to indicate the error the prospect has made |
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excuses |
are concerns expressed by the buyer that mask the buyer's true objections |
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feel-felt-found method AKA Referral Method |
the salesperson goes on to relate that others actually found their initial opinions to be unfounded after they tried the product. |
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forestall |
To prevent by doing something ahead of time |
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friendly silent questioning store (FSQS) |
This can include verbal or nonverbal probing. It encourages buyers to elaborate or explain more fully what their concerns are |
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indirect denial method |
the salesperson denies the objection but attempts to soften the response |
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Listen Acknowledge Assess (the validity of the objection) Respond Confirm (that the objection has been answered) |
LAARC method |
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objection |
it is a concern or a question raised by the buyer |
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pioneer selling |
selling a new and different product, service, idea |
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postpone method |
the salesperson would ask permission to answer the question at a later time |
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probing method |
Help the prospect clarify concerns and to make sure they understand the objection |
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turnover (TO) |
the account given to a different salesperson |
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third-party- testimony method |
If a letter is not available, the salesperson might be able to supply the name and phone number of the third party. The salesperson should always secure the third party's permission first. |
