| A | B |
|---|
| Boomerang | objections can be returned to customer as a selling point |
| Question | You question the customer to learn more about the objections |
| Superior Point | Permits the salesperson to acknowledge objections as valid yet offset them with other features and benefits |
| Denial | Objections based on misinformation |
| Demonstration | Uses the seeing is believing method |
| Need | Customer does not have an immediate need for product |
| Product | Objections based on the product itself |
| Source | Objections based on the maker of the product usually because of past experiences |
| Price | Objections based on expense of product |
| Time | Objections which reveal a hesitation to buy immediately |
