P.403

11.3

Some information about the product

1.The product I will sell is a portable Bluetooth speaker. 2. I will sell this product to young adults who enjoy outdoor activities such as hiking, camping, and beach trips. 3. Feature Advantage Benefit a. Compact and lightweight design Easy to carry around Listen to music on-the-go without any hassle.

b. Water-resistant Can be used in wet environments Enjoy music without worrying about water damage.

c. Long battery life Can play music for up to 10 hours Can last all day without needing to recharge.

STUDENT APPLICATION LEARNING EXERCISES (SALES) Sales objections are defined as opposition or resistance from the buyer. To make SALE 6 SALE 6 of 7-Chapter 11 1. List three objections a buyer might give you. See examples of various types of objections on page 403. Make certain you use objections that relate to your product. Do not use general objections, such as "I do not like it." The objection should be specific, such as "I do not like the color." Objection 1: Objection 2: Objection 3: 2. Now, write the actual process (i.c. dialogue) for handling each of the above objections. The process and examples for handling objections are on Exhibits 11.3 and 11.13 , pages 399 and 422 , respectively. Dialogue 1: Dialogue 2: Dialogue 3: 3. Write the buyer-seller dialogue for each objection. State the buyer's objection and then your response to it. Each time you respond to an objection use a trial close (see page 423) to determine if you have overcome the objection or correctly answered the buyer's concern or question. After your trial close, label it using parentheses (Trial Close). Buyer's objection 1: Your response: Buyer's objection 2: Your response: Buyer's objection 3: Your response: Role-play the buyer giving you the above objections and your responses. If possible, use a tape recorder to play back the dialogue. Does what you say sound natural and conversational to you? If not, adjust it. If it does, go with it. EXHIBIT 11.6 Six major categories of objections. EXHIBIT 11.13 The procedure to follow when a prospect raises an objection