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9 Cards in this Set
- Front
- Back
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Layman' terms |
Words the average customer can understand. |
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Objections |
Concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase. |
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Excuses |
Reasons for not buying or not seeing the salesperson. |
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Objection Analysis Sheet |
A document that lists common objections and possible responses to them. |
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Paraphrase |
Restate something in a different way. |
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Substitution method |
Recommending a different product that would satisfy the customer's needs. |
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Boomerang Method |
Brings the objection back to the customer as a selling point. |
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Superior- point Method |
A technique that permits the salesperson to acknowledge objections as valid yet still offsets them with other features and benefits. |
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Third- party Method |
Previous customer or neutral person who can give a testimonial about the product. |
