Glossary

boomerang method	The process of turning an objection into a reason to buy. (See 315)



compensation method	The method of offsetting negative product aspects with better benefit aspects. (See 320)



condition of the sale	A situation in which an objection becomes a condition of the sale such that if the condition is met, the prospect will buy. (See 302)



direct denial	The method of overcoming objections through the use of facts, logic, and tact. (See 319)



dodge	Neither denies, answers, nor ignores the objection, but simply temporarily dodges it. (See 313)



five-question sequence	The five-step process of overcoming objections in which facts, logic, and tact are used. (See 317)



hidden objection	An objection that disguises the actual objection with either silence or triviality. (See 304)



indirect denial	An apparent agreement with the prospect used by the salesperson to deny the fundamental issue of the objection. (See 320)



intelligent questions	Questions relating to a prospect's business that show the salesperson's concern for the prospect's needs. (See 317)



money objection	A price-oriented objection. (See 307)



negotiation	The buyer and the seller reach a mutually satisfactory agreement. (See 302)



no-need objection	An objection in which the prospect declares he or she does not need the product and implies the end of the selling effort, but this may actually be either a hidden or a stalling objection. (See 307)



pass up	The option of a salesperson not to pursue a presentation or sale or not to respond to an objection. (See 313)



postpone the objection	The option of a salesperson to respond to an objection later during the sales presentation. (See 314)



practical objection	An overt objection based on real or concrete causes. (See 303)



product objection	An objection relating directly to the product. (See 310)



psychological objection	A hidden objection based on the prospect's attitudes. (See 303)



rephrase as a question	--undefined-- (See 313)



sales objection	The prospect's opposition or resistance to the salesperson's information or request. (See 297)



source objection	A loyalty-related objection by which the prospect states a preference for another company or salesperson, and may specify a dislike for the salesperson's company or self. (See 310)



stalling objection	An objection that delays the presentation or the sale. (See 305)



third-party answer	The technique of responding to an objection with testimony from authoritative sources. (See 321)

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