| A | B |
|---|
| Layman's Term | word's the average customer can understand |
| Objections | concerns, hesitations,doubts, or other honest reasons a customer has for noy making a puchase. |
| excuses | Reasons for not buying or not seeing the salesperson |
| Ojection analysis sheet | A document thats lists common objections and possible responses to them |
| Paraphrase | To restate something in a different way. |
| Subitution Method | A Selling method that involves recommending a different product that would still satisfy the customer's needs |
| Boomerang Method | A selling mthod that converts a customer's objection into a selling point |
| Superior -point method | A selling technique that permits the salesperson to acknowledge objections as vaild yet still offset them with other features and benefits |
| Third - party Method | A Selling method that involves using a previous customer or other neutral person who can give a testimonial about the product |
