Title: Overcome the customer’s objections.
Course: Marketing Exploration (12160-18) > Section: Completing a Sales Transaction

Overcoming objections should include

- differentiating between objection and excuse
- addressing the concerns of the customer about the product or service being offered for sale
- discovering more information about the customer’s needs and wants
- using customer feedback to turn objections into selling points.

Process/Skill Questions:

- What tools can a salesperson use to anticipate customer product objections?
- What is the difference between an objection and an excuse?
- Why is it important for the salesperson to view the customer’s objections from the customer’s perspective?
- How does product knowledge assist with handling customer objections?
- How can a salesperson overcome customer objections without appearing pushy or argumentative?
- What are some common objection categories?