| A | B |
|---|
| layman's terms | words the average customer can understand |
| objections | concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase |
| excuses | insincere reasons for not buying or not seeing a salesperson |
| objection analysis sheet | lists common objections and possible responses to them |
| paraphrase | restating (objections) in a different way |
| boomerang method | handling an objection by bringing it back to the customer as a selling point |
| superior point method | salesperson acknowledges objections as valid yet still offset them with other features and benefits |
| third party method | handling objections by using a previous customer or another neutral person who can give a testimony about the product |
