Question

For the following objection, provide answers that clearly demonstrate the direct denial and indirect denial methods. Assume the objection is not true.

1. While giving a sales presentation for a piece of equipment your company manufactures, the prospect objects by stating: “The cost of replacing the filter will be more than just buying a new unit” How will you overcome the objection using:

Direct Denial:

Indirect Denial:

For the following objection, provide answers that clearly demonstrate the compensation method and referral method. Assume all the objections are either true or are the prospect’s opinion.

2. You’re selling a new line of fitness machines to a nearby gym, the prospect likes the equipment but is skeptical that his members will feel the same way and simply states: “I don’t think our customers will like the new fitness machines you’re selling.” How will you overcome the objection using:

Compensation Method:

Referral Method:

                                   

For the following objection, provide answers that clearly demonstrate the postpone method. Assume all the objections are either true or are the prospect’s opinion.

3. You are giving a sales presentation on a new software your firm provides small businesses. You build a strong rapport but before you can begin asking questions, the prospect objects to price by stating “I really like you but before you start, our company is on a tight budget right now and I’m really worried about price.” How will you overcome the objection using:

Postpone method:

Answer 1

You can launch an effective exercise program using only what nature gave you: your body. But because regular activity remains an elusive goal for most people, a multibillion-dollar industry has blossomed around the promise of surefire success. Health club memberships and home exercise equipment are excellent exercise solutions for many people. Do keep these cautions in mind, though:

• Even the best equipment and most tricked-out gyms only produce results when used regularly.
• Learn to use equipment properly to avoid injuries that could sideline you temporarily or permanently.
• Exercise equipment comes in all sizes, shapes, and price ranges. It pays to check consumer ratings and follow our other tips for smart consumers before making your purchase.