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19 Cards in this Set
- Front
- Back
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Acknowledge Method
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Responding to an objection by letting the buyer talk, acknowledging that you heard the concern, then moving on without trying to resolve the concern.
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Boomerang Method
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A method of objection handling where the reason for objecting is turned into a reason to buy or move to the next phase.
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Compensation method
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Method used to respond helpfully to objections by agreeing that the objection is valid.
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Direct Denial
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Method of answering objections in which the salesperson makes a relatively strong statement indicating the error the prospect has made.
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Excuses
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Concerns expressed by the buyer that are intended to mask the buyer's true objections.
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Feel-felt-found Method
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A method of objection handling where the salesperson acknowledges how the buyer feels, then relates how someone else felt the same but found that the objection was misguided.
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Forestall
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To resolve objections before buyers have a chance to raise them.
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Friendly Silent Questioning Stare (FSQS)
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The act of silently waiting to encourage buyers to elaborate.
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Indirect Denial Method
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Method used to respond to objections in which the salesperson denies the objection but attempts to soften the response by first agreeing with the prospect that the objection in a important one.
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Objection
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Concern or question raised by the buyer.
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Pass-up Method
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A method of handling objections that essentially entails not handling the objection but ignoring it.
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Pioneer Selling
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Selling a new and different product, service, or idea.
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Postpone Method
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Objection response technique in which the salesperson asks permission to answer the question at a later time.
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Probing Method
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Method to obtain commitment in which the salesperson initially uses the direct request method.
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Referral Method
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Method of helpfully responding to objections in which the salesperson shows how others held similar views before trying the product or service.
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Revisit Method
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Process of responding to objections by turning the objection into a reason for acting now.
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Superior Benefit Method
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Type of compensation method of responding to an objection during a sales presentation that uses a high score on one attribute to compensate for a low score on another attribute.
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Third-party-testimony Method
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Method of responding to an objection during a sales presentation that uses a testimonial letter from a third party to corroborate a salesperson's assertions.
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Turnover (TO)
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An account is given to another salesperson because the buyer refuses to deal with the current salesperson.
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