| A | B |
|---|
| Layman's Terms | Words that the average customer can understand |
| Objectives | Concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase |
| Excuses | Insincere reasons for not buying or not seeing the salesperson |
| Objection Analysis Sheet | Lists common objections and possible responses to them |
| Paraphrase | Restate in a different way |
| Boomerang Method | Brings the objection back to the customer as a selling point |
| Superior Point Method | A technique that permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits |
| Third Party Method | Involves using a previous customer or another neutral person who can give testimonial about the product |
