Bell Work 8/31/15 When you cannot determine customer’s intended price range, what price level of product should you show ? Why?

Chapt. 14

Excuses Reasons for not buying or seeing the salesman.

Common Objections Need – Conflict between need and want. Product – Objections about quality, size, easy to use, color etc… Source – Negative past experiences with company or brand.

Common Objections Price – “That’s more than I want to spend.” Time – Hesitations to buy immediately. “Love this jacket but it’s July.”

Superior Point Method Permits the salesperson to acknowledge the objections as valid yet still off-set them something with other features and benefits.

Boomerang Brings the objection back to the customer as a selling point. Salesperson must be careful not to sound as if you are trying to outwit the customer.

Layman’s Terms Words that the average customer can understand. Use descriptive adjectives, avoid slang, use layman’s terms.

Paraphrasing Restating an objection in a different way.

Four-Step Method for handling Objections. Listen carefully Acknowledge objections Restate objection Answer objection

Third-Party Using a previous customer giving a testimonial about the product.

Price-Range When you don’t know your customer’s price range, and knowledge of the intended use is not enough to determine price range you should begin with medium-priced product.

Substitution Recommending a different product