Page 53 - RW205.01.0819 WW-Seminar-The Perfect Presentation

MANAGING OBJECTIONS

3

Objections RESPONSES

I have something similar. OK. Similar is not the same. Rena Ware cookware
(usually referred to other cookware and has... (list the key features and benefits again).
often not true).

I can’t buy now. What would make you close the deal today?
SALES

I don’t have money. I understand. Would it help to know that you don’t
have to pay cash and you can make monthly payments
you can afford?

I want to think about it. Obviously you have reasons for saying that. What is
your greatest concern? Is it the product, the price, or
is it something else? (Than manage that aspect).

I want to talk about it with my Would it help if I gave a presentation for your spouse
husband/wife. to see the benefits of the Rena Ware products?

(If giving a second presentation is not possible)
I understand and it makes sense to make the decision
together. But you know what? My customers who
have bought these products without talking with their
2
spouses, tell me that their spouses love the products.

Objections RESPONSES
RECRUITMENT I don’t know anyone to sell to. Would it help if I showed you that there are a

lot of people you could sell to?

What if you could get training on how to sell?
I don’t know how to sell.

EXERCISE 29
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