Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 5

Categorize each of the following responses into the five basic types of objections. Then illustrate one way to handle each.
a. After a sales presentation, the lawyer says, "You've made some good points, but your competitor's product can do just about everything yours can do."
b. After the salesperson answers an objection, the prospect remarks, "I guess your product is all right, but as I told you when you walked in, things are going pretty well for us right now without your product."
c. After a thorough presentation, the prospect answers, "Whew, that's a lot of money!"
d. The customer says, "I can buy that online for a lot less than what you're selling it for."