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) three out 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 cant 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 to handle 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 and Trial Close