Question: take the customer's concern, turn it into a Q, and refocus on 1 or more strengths of ur v-prop. The goal is to get the c thinking abt ur pre in a new way & contrast his or her concern against an adv.
Direct Denial: an immediate & unequivocal rejection of the C's statement. This is the worst technique bc it has the pot to make the C angry
Indirect Denial: The SP begins by agreeing w the C, validating the obj b4 explaining y it is untrue or misdirected.
Compensating 4 Deficiencies: The SP's task is to move the C from focusing on a feature his or her pduct performs poorly to 1 in which it excels & is important to the C—to compensate for deficiencies in the pduct.
Feel—Felt—Found: Used in response to C's stating their opinion rather than fact.
(1), acknowledge the C's feeling ("I see").
(2), extend same feelings to a big aud ("Other C. felt the same").
(3), counter w a legit argument ("However, I have found that r pducts... ").
3rd-Party Endorsements: based on the use of outside parties to bolster ur argu in the present.
Bounce-Back: occurs when a SP turns a C concern in2 a reason 4 action. The BB is effective in many diff sit (appt setting, negotiating, & closing).
Defer: postponing the C concern until SP have had the chance to explain other material.
Trial Offer: an offer that allows the C to use a pduct w/o a commitment to purchase.
The 3 most effective techniques are q, BB, & ID.