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