Copier sale6 INSTRUCTOR - Name Instructor Sale 6-Chapter 12 Sales objections are defined as opposition or resistance from the buyer To make Sale 6 1

Name: Instructor Sale 6--Chapter 12 Sales objections are defined as opposition or resistance from the buyer. To make Sale 6: 1. Read the following three objections a buyer might give you. See examples of various types of objections on pages 346-354. Notice that the objections relate to your product. General objections, such as "I do not like it," should not apply. The objection should be specific, such as "I do not like the color." Objection 1: “The training sounds good, but I don’t think we need all those bells and whistles on a copier for a simple small business like this one. I just don’t think we’d find use for them all.” Objection 2: "That’s just too much money .” Objection 3: “There’s no need to rush.” 2. Review how to use the following three objection handling techniques. See pages 354- 364. Technique 1: Rephrase the question as a question Technique 2: Boomerang Technique 3: Feel-Felt-Found objection 3. Read the following buyer-seller dialog for each objection. Label the type of objection from the buyer within the parentheses ( objection). Then, label the feature(s), advantage(s), or benefit(s) [FABs]