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14_GZ

Presenting the Product

QuestionAnswer
buying decision on which common objections are based. Need
Describe goal of product presentation. To match needs and wants to product benefits and features.
List a technique that creates a lively and effective product presentation. Displaying and handling the product.
Objections Concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase.
buying decision on which common objections are based. Product
Demonstrate a step for handling customer objections. Listen carefully
Demonstrate a step for handling customer objections. Acknowledge the objections.
Excuses Reasons for not buying or seeing the sales person.
buying decision on which common objections are based. Price
buying decision on which common objections are based. Source
buying decision on which common objections are based. Time
specific method of handling objections Substitution
specific method of handling objections Boomerang
specific method of handling objections Question
specific method of handling objections Superior Point
specific method of handling objections Denial
specific method of handling objections Demonstration
specific method of handling objections Third Party
Demonstrate a step for handling customer objections. Restate the objections
Demonstrate a step for handling customer objections. Answer the objections
List a technique that creates a lively and effective product presentation. Demonstrating the product.
List a technique that creates a lively and effective product presentation. Using sales aids
List a technique that creates a lively and effective product presentation. Involving the customer.
layman's terms Words the average customer can understand.
Objective analysis sheet document that lists common objections and possible responses to them
paraphrase restate something in a different way
substitution-method involves recommending a different product to satisfy needs of customer
boomerang method brings the objection back to the customer as a selling point
superior-point method technique that permits the salesperson to acknowledge objections as valid yet still off set them with other benefits
third-party method involves using a previous customer or another neutral person who can give a testimonial about the product
Created by: vhaun
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