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Java Games: Flashcards, matching, concentration, and word search. |
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SEM 4.02 Types of Objections
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| Need | Urgency for the product. For example, the customer says, “I do not need a new bathing suit.” |
| Product | Design, ease of use, quality, color, size, or style. For example, the customer says, “You do not have my size.” |
| Source | Related to past experiences with the company or product. For example, the customer says, “The last time I bought a Speedo, it did not last more than one season.” |
| Price | Most common with expensive products. For example, the customer says, “That is more than I am willing to pay.” |
| Time | Customers are leery about making a purchase “on the spot”. Objections based on time are often excuses. For example, the customer says, “I am not ready to buy a new bathing suit now.” |
| Objection | A legitimate reason, doubt, or hesitation a customer has for not making a purchase. |
| Excuse | A reason a customer will not buy or speak to a salesperson. Excuses are used when customers are not interested in buying or when they are hiding other objections. |
| Procedures for handling an objection | 1. Listen 2. Acknoledge 3. Restate 4. Answer |
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