Scenario $3$

The salesperson is selling boxed chocolates to the seasonal buyer of a national mass merchandising chain.

Objections:

The market trend for this product category is a concern

My budgets are frozen

I$\text{'}$m new to this position

I have a concern about your SRP

I$\text{'}$m really not in a position to buy today

I$\text{'}$m concerned about service

Sales Performance Checklist $($Observers Checklist$)$

Handling Objections

Were the four steps followed?

Yes

No

Comments

Acknowledge

Identify and clarify

Meet the objection

Use a trial close

Did the salesperson effectively overcome the objection?

How did they overcome the objection?