| A | B |
|---|
| Need | I really like this sweater, but it doesn't match anything that I have |
| Time | I think I'll wait until July when you have your summer sale to buy those sandals |
| Product | I don't like the way this jacket fits me. |
| Price | That's more than I wanted to spend. |
| Source | The last time I put an item on layaway, you couldn't find it for a week...I'm not sure that I want to take that chance again. |
| Objection | Concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase |
| Excuses | Insincere reasons for not making a purchase |
| Layman's terms | Words that the average customer can understand |
| Boomerang | Objection comes back as a selling point |
| Superior Point | Salesperson acknowledges objection and then offsets objection with other features and benefits |
| Third party | A testimonial from another person |
| Direct Denial | Salesperson provides proof for customers misinformation |
| Question | The salesperson questions the customer in effort to get them to reconsider their objection |
