| A | B |
|---|
| specific | Use these types of words while making a product presentation |
| jargon | OK for a salesperson to use this talk in B-2-B |
| Match feautres to needs | The goal of the product presentation |
| How NOT to respond to an objection | "Why do you object?" |
| Salespeople | Who should answer the objection |
| need | Objections based on necessity rather than want |
| question method | way of handling objections with a query |
| acknowledge method | an example would be, " I can see your point". |
| three | maximum number of items to show a customer at one time |
| demonstration method | a way to answer objections by showing the customer the product |
| testimonial method | a third party way of handling objections. |
| involve them | a way to maintain customers interest during the product presentation |
| denial | providing proof and accurate information in response to a customers misinformation. |
| confidence | product demonstration builds this in customers. |
| sales aids | Warranties, newspaper articles, graphs, and customer letters. |
| anticipate objections | preparing for objections by incorporating them into the presentation |
| medium | the price range to begin with. |
| product objection | based on the item itself. |
| paraphrase | reword the meaning of a statement |
| Layman's terms | language most people can understand. |
| third party | a neutral person. |
| alert | observant or aware. |
| slang | very informal language. |
| objection analysis sheet | List of reasons for not purchasing and possible responses |
| expertise | great skill or knowledge. |
| verify | to investigate the accuracy or truth of a statement. |
| testimonial | positive statement about the quality of a product |
| substitution method | way of handling objections by suggesting an alternative item |
| acceptable price range | start with medium |
| How to describe the product | Use descriptive adjectives and action verbs, not slang to do this |
| How to make the presentation come alive | Handle with care, display creatively, demonstrate, use sales aids and involve the customer |
| objections | concerns, hesitations or doubts |
| excuse | reason for not buying or seeing a salesperson |
| why welcome objections | Can help guide you throught the sales processby helping you redefine the cutomer's desires |
| Common Objections | need, source, time, price, product |
| 4 step method for objections | listen, acknowledge, restate, answer |
| "Adage" for product presentation | "Seeing is believing" |
| superior point method | Way of handling objections based on $ by stating it's uniqueness |
