PART B - Develop a script (Buyer/Seller script) for next steps after Product Demonstration.

After product demonstration: Questions, *Objection, **Objection Handling and Trial Close. Use Part A as a guide.

Choose (3)threeout of the following (5) five types of Objections pertinent to your product/sales process: (Indicate type of objection)

1)Stalling - delays presentation or sale

2)No Need - Sounds good but....

3)Money -e.g.too high, I can't afford it, discount

4)Product -e.g.competition better, do not want to take risk

5)Source - preference for another company

Then choose appropriate objection handling techniques tohandle each Objection. Here are 3 main ones, there are others in the text.. (Indicate type of objection handling technique)

1)Boomerang Method

2)Compensation

3)Feel, felt and found

Important:Try using (4)four step procedure when handling an objection: Acknowledge, Clarify, Meet Objection andTrial Close