Exam 11: Welcome Your Prospects Objections

As a salesperson,you must sometimes deal with a prospect's objections to legitimate,negative consequences of making a purchase.Often,what you'll do is justify those negative consequences with several benefits,which you hope will outweigh the negatives in your prospect's mind.This system of handling objections is called the:

The _____ objection is used widely because it politely gets rid of the salesperson.

The salesperson should never directly deny anything said by the prospect.

Give examples of practical and psychological objections.

Keenan sells items to tourist gift shops in Florida.One prospect he called on said,"I think the key chains last year were prettier.I think I'll pass on ordering anything from you this year." Since key chains only make up a small portion of the inventory Keenan sells,he responded with questions such as,"What would it take to change your mind?" and "What caused you to decide not to place an order with me?" What kind of an objection was Keenan dealing with?

Early in his presentation and before the hotel owner even mentioned cost,Andrew said,"You're going to notice that our shower curtains are higher priced because of their mildew-proofing that makes them last 50 percent longer than ordinary shower curtains." Andrew is using:

A salesperson will not be able to answer: