Categorize each of the following responses into the five basic types of objections. Then illustrate one way to handle each:
a. After a sales presentation, the physician says, “You’ve made some good points, but your competitor’s drug can do just about everything yours can do.”
b. After the salesperson answers an objection , the prospect remarks, “I guess your product is all right, but as I told you when you walked in, things are going pretty well for us right now without your product.”
c. After a thorough presentation, the prospect answers, “Are you kidding me? You want how much money for that thing?”
d. The customer says, “I can buy that online
