Across
- 5. Method of answering objections in which the salesperson clears up the objection by showing the product in use; also called the demonstration method
- 6. Method of answering objections in which the salesperson turns the customer’s objection into a valid reason for buying; also called boomerang method
- 7. A desire for something that may or may not be required
- 9. A doubt or hesitation that a customer has about a product that may prevent the customer from buying
- 12. A type of question that requires more than a simple “yes” or “no” response
- 13. Method of answering objections in which the salesperson allows the customer to actually try out the product before buying it
- 14. Something required or essential that is lacking
Down
- 1. An insincere and invalid statement used to cover up the real reason why the customer is not buying
- 2. Situation that occurs when a customer needs two or more items at the same time but can only afford one
- 3. Method of answering objections in which the salesperson agrees on a valid point made by the customer and then answers the point by offering an equal or superior point; also referred to as superior point or counter-balance method
- 4. A valid reason for buying
- 8. Method of answering objections in which the salesperson asks questions in an attempt to uncover the true reason behind an objection; also called question method
- 10. Method of answering objections in which the salesperson uses a neutral third party who has tried the product as an example; also called third-party method
- 11. Method of answering objections in which the salesperson tactfully acknowledges an objection and then courteously answers the objection without directly contradicting the customer
- 15. Method of answering objections in which the salesperson tries to correct wrong information or a misunderstanding the customer may have about the product