Across
- 5. a technique that permits the salesperson to acknowledge objections as valid, yet sill offset or compensate them with other features and benefits
- 8. concerns, hesitations, doubts, complaints, or other reasons a customer has for not making a purchase
- 9. To still satisfy ones needs with something different
- 10. words the average customer can understand
- 11. physical sales aid used to demonstrate how a product looks and feels
Down
- 1. using a previous customer or another neutral person who can give a testimonial about the product
- 2. beings objection back to the customer and to the selling point
- 3. recommending a different product that would still satisfy a customer's needs
- 4. Saying something with different words but it has the same meaning
- 6. a document that lists common objections and possible responses to them
- 7. Reasons given when a customer has no intention of buying
- 9. gathering or arranging individual sheets or printed components into a pre-determined sequence