Term
| Why are promotion objections used |
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Definition
| when the seller is known not to promote products aggressively |
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Term
| How do salespeople overcome promotion objections |
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Definition
| may have to offer buyers promotional allowances or cooperative advertising arrangements, rebates or purchase incentives |
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Term
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Definition
| physical movement of products through the channel of distribution. long delivery time, high delivery cost, large stocking requirements |
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Term
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Definition
| excuse revolved around budgetary issues, increases with the price of product |
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Term
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Definition
| negative publicity, company may not be well enough known, can result from prospects loyalty to a competing firm |
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Term
| How do you overcome needs objection |
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Definition
| innovative approach to educate the prospect further on the benefits from the product |
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Term
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Definition
| Invalid objection that is hidden and too personal for the prospect to reveal |
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Term
| What are the types of invalid objections |
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Definition
| Latent, Stalling, Time, and Unethical |
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Term
| What are the steps to dealing with the prospects key objection |
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Definition
Proper attitude
Uncover the Objective
Clarify the objective
Acknowledge
Handle |
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Term
| When should you delay handling an objection |
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Definition
An early price objection arises
Frequent harassing objections emerge
A logical reason for discussing the objection later in the presentation exists |
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Term
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Definition
| used in negotiating buyer objections. put off price til the end. pass off by keeping a pleasant expression and say nothing |
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Term
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Definition
| Strategy used in negotiating buyer objectives. Alternative product, feel felt found, compare and contrast, answer with a question, humor, agree and neutralize. |
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Term
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Definition
| used in negotiating objections. compensate or counterbalance by citing an even more important buying benefit. boomerang by turning the objection into a reason for buying |
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Term
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Definition
| used to negotiate objections. indirect denial by agreeing with a prospects objection but follow with disclaimer. direct denial by tackling the false rumor head on |
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Term
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Definition
| tell experience with product, dramatize major advantages, offer free trial |
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Term
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Definition
| shows how the product is the best value for the buyer's money |
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Term
| three approaches to value analysis |
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Definition
| unit cost, product cost vs value, roi |
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