Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 12

Occasionally a buyer will offer several objections at one time. How would you respond if a buyer made the following comments without pausing: "Say, how long does it take your lab to get the results back to us And what if we need same-day service sometime Are your technicians certified That's important, you know!"