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Terms in this set (9)
Are words that average customers can understand
Are reasons for not buying or not seeing a salesperson
Objection analysis sheet
Is a document that lists common objections and possible responses to them
Is to restate something in a different way
Involves recommending a different product that would satisfy the customers' needs
Brings the objection back to the customer as a selling point
Is a technique that permits the salesperson to acknowledge objections a valid yet still off-set them with other features and benefits
Involves using previous customers or another person who can give a testimonial about the product.
Are concerns, hesitations, doubts, or other honest reasons a customer doesn't buy a product.
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