| A | B |
|---|
| layman's terms | Words the average customer can understand. |
| objections | Concerns, hesitations, doubts, or other honest reasons. |
| excuses | Reasons for not buying or not seeing the salesperson. |
| objection analysis sheet | A document that lists common objections and possible responses to them. |
| paraphrase | To restate something in a different way. |
| substitution method | A selling method that involves recommending a different product that would still satisfy the customer's needs. |
| boomerang method | A selling method that converts a customer's |
| superior-point method | A selling technique that permits the salesperson to acknowledge objections as valid 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. |
