Professional Selling Test 3 Set 3

Front 1

relax and listen, evaluate objections, you don’t want to break the bridge, always tell the truth.

Back 1

when dealing with the objection

Front 2

prevent the objection by addressing the issue before they say it.

Back 2

forestalling an objection

Front 3

The salesperson makes a relatively strong statement to indicate the error the prospect has made. ex. buyer i am not interested about your guidance system because your firm was recently indicted for fraud. Salesman-I'm not sure where you heard that. You may be confusing us with another firm.

Back 3

direct denial

Front 4

the salesperson denies the objection but attempts to soften the response. ex. buyer-your machines break down more often than major competitors. salesman-10 years ago that statement would have been right on targe.

Back 4

indirect denial

Front 5

wise salesperson will admit that such objections are valid then proceed to show any compensating advantages. ex. buyers- this machine has only four filling nozzles. salesperson-it costs 4000 less than the competitors models. nozzles are designed for easy maintenance which was something else you were concnered about.

Back 5

compensation method

Front 6

aka boomerang method-salesperson turns the objection into a reason for buying the product or service. ex- buyer-i don't think these would sell in my gun shop. the're really drab looking. salesman-in fact, their drab color is their best selling point.

Back 6

revisit method

Front 7

the salesperson would ask permission to answer the question at a later time. buyer- early in call-how much does the brass engraving cost? Salesman-if you don't mind i would prefer to answer that question in a few minutes

Back 7

postpone method