| A | B |
|---|
| layman's terms | words average customer can understand |
| objections | concerns/hestiations/doubts, or customer has for not making purchase |
| excuses | reasons for not buying/not seeing salesperson |
| objection analysis sheet | list of common objections & possible responses |
| paraphrase | to restate in a different way |
| substitution method | selling method-involves recommending different product that would still satisfy customer's needs |
| boomerang method | selling method-converts customer's objection into a selling point. |
| superior-point method | selling technique-salesperson acknowledge obj's as valid & offsets them w/other features & benefits |
| third-party method | selling method-use past customer/nuetral person to give testimony re product |
