| boomerang method | The process of turning an objection into a reason to buy.
|
 |
|
|
| compensation method | The method of offsetting negative product aspects with better benefit aspects.
|
|
|
|
| condition of the sale | A situation wherein an objection becomes a condition of the sale, such that if the condition is met the prospect will buy.
|
|
|
|
| direct denial | The method of overcoming objections through the use of facts, logic, and tact.
|
|
|
|
| dodge | Doesn't deny, answer, or ignore the objection, but simply temporarily dodges it.
|
|
|
|
| five-question sequence | The five-step process of overcoming objections in which facts, logic, and tact are used.
|
|
|
|
| indirect denial | An apparent agreement with the prospect used by the salesperson to deny the fundamental issue of the objection.
|
|
|
|
| intelligent questions | Questions relating to a prospect's business that show the salesperson's concern for the prospect's needs.
|
|
|
|
| money objection | A price-oriented objection.
|
|
|
|
| negotiation | The process by which the buyer and the seller reach a mutually satisfactory agreement.
|
|
|
|
| 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 which may actually be either a hidden or a stalling objection.
|
|
|
|
| pass up | The option of a salesperson not to pursue a presentation or sale, or not to respond to an objection.
|
|
|
|
| postpone the objection | The option of a salesperson to respond to an objection later during the sales presentation.
|
|
|
|
| practical objection | An overt objection based on real or concrete causes.
|
|
|
|
| product objection | An objection relating directly to the product.
|
|
|
|
| psychological objection | A hidden objection based on the prospect's attitudes.
|
|
|
|
| rephrasing question | A question in which the salesperson rephrases what the prospect has said in order to clarify meaning and determine the prospect's needs.
|
|
|
|
| sales objection | The prospect's opposition or resistance to the salesperson's information or request.
|
|
|
|
| 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.
|
|
|
|
| stalling objection | An objection that delays the presentation or the sale.
|
|
|
|
| third-party answer | The technique of responding to an objection with testimony from authoritative sources.
|