Marketing Essentials

Section 2: Objections

After You Read Online Action

Key Terms and Concepts

1. So that the customer does not become preoccupied with the objection. When that happens, you may lose the customer's attention and confidence.
2. By anticipating them and preparing an objection analysis sheet, which lists common objections and possible responses to them
3. The superior-point method is a technique that permits the salesperson to acknowledge an objection such as its high price as valid, yet still offset it with other features and benefits.

Academic Skills

4. The $150 jackets offer a savings of $500/year; ($150 X 50) ÷ 5 = $1,500 per year; (80 X 50) ÷ 2 = $2,000 per year; $2,000 - $1,500 = $500/year
5. Answers should include at least five different objections and the responses to them. One response should depict the four-step method for handling objections.