Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 9

Which communication tools would you use to provide solid proof for the following concerns expressed by prospects?
a. I don?t think that type of product would do well in a store like ours.
b. My poorly educated workers would never be able to figure out how to use that feature.
c. Your competitor has a much more modern, state-of-the-art plant than you do.
d. You look too young to know what the older customers who shop in my store are looking for.