Charles M. Futrell,
Texas A&M University
boomerang method | The process of turning an objection into a reason to buy.
(See 315)
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compensation method | The method of offsetting negative product aspects with better benefit aspects.
(See 320)
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condition of the sale | A situation in which an objection becomes a condition of the sale such that if the condition is met, the prospect will buy.
(See 302)
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direct denial | The method of overcoming objections through the use of facts, logic, and tact.
(See 319)
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dodge | Neither denies, answers, nor ignores the objection, but simply temporarily dodges it.
(See 313)
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five-question sequence | The five-step process of overcoming objections in which facts, logic, and tact are used.
(See 317)
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hidden objection | An objection that disguises the actual objection with either silence or triviality.
(See 304)
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indirect denial | An apparent agreement with the prospect used by the salesperson to deny the fundamental issue of the objection.
(See 320)
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intelligent questions | Questions relating to a prospect's business that show the salesperson's concern for the prospect's needs.
(See 317)
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money objection | A price-oriented objection.
(See 307)
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negotiation | The buyer and the seller reach a mutually satisfactory agreement.
(See 302)
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no-need objection | An objection in which the prospect declares he or she does not need the product and implies the end of the selling effort, but this may actually be either a hidden or a stalling objection.
(See 307)
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pass up | The option of a salesperson not to pursue a presentation or sale or not to respond to an objection.
(See 313)
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postpone the objection | The option of a salesperson to respond to an objection later during the sales presentation.
(See 314)
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practical objection | An overt objection based on real or concrete causes.
(See 303)
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product objection | An objection relating directly to the product.
(See 310)
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psychological objection | A hidden objection based on the prospect's attitudes.
(See 303)
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rephrase as a question | --undefined--
(See 313)
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sales objection | The prospect's opposition or resistance to the salesperson's information or request.
(See 297)
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source objection | A loyalty-related objection by which the prospect states a preference for another company or salesperson, and may specify a dislike for the salesperson's company or self.
(See 310)
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stalling objection | An objection that delays the presentation or the sale.
(See 305)
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third-party answer | The technique of responding to an objection with testimony from authoritative sources.
(See 321)
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