Compensation
or
Counterbalance
Ask "Why?"
Admit the objection is valid
o Describe some counterbalancing benefit
o
Answer with a question
o Rephrase the objection
o
Considered a high risk method of handling
buyer resistance. Use it with care.
o If the buyer resistance is not valid, there
may be no other option than to refute it by
providing accurate information.
o Example: If the quality of the product is
questioned, meet the statement head on
with whatever proof seems appropriate.
o Be firm in stating your beliefs and be
sincere, don't be offensive.
o
Direct
Denial
Acknowledge that the prospect is at least
partially correct.
o It initially appears as agreement with the
customer's objection but moves into denial
of the fundamental issue.
o If done in a natural, conversational way the
salesperson will not offend the prospect.
o Rephrase or have the prospect rephrase
o Blame yourself
o Give the facts that answer the objection
o
Indirect
Denial
Boomerang
turn the
objection into a
benefit
Prospect: "I don't
like the size"
o Seller: "The size is
exactly the reason
you should buy it!"
o
A trial offer lets prospect try product
without obligation to buy.
o Popular with customers because they can
get fully acquainted with a product without
making a major commitment.
o
Trial offer