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Objection
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Push-Back
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Acme is priced too high
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Perhaps
instead of looking at the price of the product you may consider its
life cycle which would result in saving more money over
time.
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Have a great
relationship with your competitor
My person comes by every
week.
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I appreciate
you telling me that. I would like to be considered as a
second source, just give me a shot. What is working and not
working, specifically? i.e. are you receiving adequate
technical support? What are they doing every week? Are they
recalibrating or suggesting equipment
improvements?
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Life-cycle of your product is not as
good
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Depends on the
product. Disk is 99% of the time the result of human
intervention. Belt tests are completely different when you
get the operator out of the way.
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Finish is not as good
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Please show me
what you are talking about. We have other items to help you
with that.
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We have higher prices
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Please remember that our tech support
service is included at no extra charge.
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Distribution: Acme deals
direct
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You know I
will be honest. If I can’t go into an account with you,
I’ll let you know. If you’re in an account,
I’ll give you the business and it will be marked for you in
our computer system. You will be protected. It’s
a trust issue. I need to prove it to you.
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Sandpaper is sandpaper, what is different
about yours?
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We use
abrasive terminology instead of sandpaper. Look at the total
picture. Use car analogy: What kind of car do you
drive? Could you get a cheaper less reliable car? A car
is a car after all, right?
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Don’t
have time to test to prove your value. It takes a 2 to 3 day
interruption
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I’ll
give you a guarantee of 10% savings over what you are spending now
on abrasives. We have many references that you can check to
verify our results.
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Already happy with who they
have
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I think
that’s great. What would be a good help with something
that they are not giving you in the area of equipment technical
support? I don’t expect an order first or even second
visit. I am willing to invest time to go after your business
as I am confident that we are a better company. I’d
like to offer a whole cost savings program and something you may
never have had before.
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Price is too
high.
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We provide
quality technical support. This results in you getting a
longer life cycle from our products.
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Are you big
enough for us – maybe Acme is too small. Are you just a
middle man
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Actually, we
make the sandpaper from scratch – we are a
manufacturer. We make it in Sweden and then convert it (cut
& splice) in New York. We cover the whole US. Tell them
about BroyhillMerrilat and Stanley
Furniture (5 plants)
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