Brianna Kilgore Chapter 14

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Across
  1. 4. using a previous customer or another neutral person who can give a testimonial about the product
  2. 8. recommending a different product that would still satisfy the customers needs
  3. 9. sample piece of collection of samples
  4. 10. Words the average customer can understand.
  5. 12. a document that lists common objections and possible responses to them
Down
  1. 1. gathering and arranging of individual sheets or other printed components into a pre-determined sequence
  2. 2. concerns, hesitations, doubts, complaints, or other reasons a customer has for not making a purchase
  3. 3. technique that permits the salesperson objections as valid, yet still offset or compensate them with other feature and benefits
  4. 5. reasons given when a customer has no intention of buy
  5. 6. make up for the customers objections by providing other features and benefits
  6. 7. rewording the customers concerns
  7. 11. brings the objection back to the customer as a selling point