You have done everything by the book: you have established the customer's need by asking the...

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You have done everything by the book: you have established the customer's need by asking the appropriate questions and you have confirmed the need. You have just spent 10 minutes of your valuable time explaining the features and benefits of a vitamin supplement which you think will be most appropriate for your customer and are ready to close the sale, when he tells you that he will think about it. He then tells you that they are selling the same supplement cheaper at the pharmacy close to his work. He stands in front of you, his arms now folded and he is looking at his watch as if you have just wasted 10 minutes of his time. His posture is rigid and he does not make frequent eye contact. He tells you that his wife is waiting in the car and he says goodbye to you. You think: "I am furious! How can a person waste my time like this with total disrespect for my professional knowledge and skills?" He thinks: "What a poor business person! You gave me all the advice that I needed, but did not even attempt to convince me to buy the product." You know that your recommendation is best for your customer. Describe how you are going to: 13.1 Determine his real objections? 13.2 Overcome his objections? You have done everything by the book: you have established the customer's need by asking the appropriate questions and you have confirmed the need. You have just spent 10 minutes of your valuable time explaining the features and benefits of a vitamin supplement which you think will be most appropriate for your customer and are ready to close the sale, when he tells you that he will think about it. He then tells you that they are selling the same supplement cheaper at the pharmacy close to his work. He stands in front of you, his arms now folded and he is looking at his watch as if you have just wasted 10 minutes of his time. His posture is rigid and he does not make frequent eye contact. He tells you that his wife is waiting in the car and he says goodbye to you. You think: "I am furious! How can a person waste my time like this with total disrespect for my professional knowledge and skills?" He thinks: "What a poor business person! You gave me all the advice that I needed, but did not even attempt to convince me to buy the product." You know that your recommendation is best for your customer. Describe how you are going to: 13.1 Determine his real objections? 13.2 Overcome his objections?