Chapter 14 Vocabulary Marketing Essentials – Flashcards
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Layman's Terms
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Words the average customer can understand.
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Objections
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Concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase
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Excuses
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Reasons for not buying or not seeing the salesperson
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Objection Analysis Sheet
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A document that lists common objections and possible responses to them.
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Paraphrase
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To restate something in a different way.
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Substitution Method
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Recommending a different product to satisfy the customers needs and wants.
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Superior-Point Method
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A technique that permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits.
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Boomerang Method
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Turning an objection into a selling point
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Third-Party Method
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A selling method that involves using a previous customer or other neutral person who can give a testimonial about the product.
