Responding to Objections

As a salesperson working at the local electronics store, you offer an extended warranty plan to a customer who has decided to purchase a laptop. The customer says the warranty is too expensive and is rarely used. Identify and illustrate techniques you will use to address the objections from the customer. Consider at least one of the following:

  • Viewing the objection as a question
  • Responding to the objection with a question
  • Using testimonials or past experience as a way to respond

Describe how this technique would be effective.

For additional details, please refer to the Short Paper/Case Study Rubric document.

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