Description: handling a buyer’s objection by initially admitting the validity of the objection in order to maintain rapport but then offering evidence to rebut objection.
Scenario: when the buyer objects the sales person’s message and it gives valid reasons for this objection, but the salesperson recognizes the objection and uses it to persuade the buyer.
Example: ’Mrs. Smith, your concerns on our accommodation services are valid, all of which we seek to address.’’
Scenario: when the buyer has had misleading information on a product and misconceptions, and the sales persons responds with facts that set the record straight.
Example: ‘Mrs. Smith, our hotel services do not have the qualities you listed. It is all misconceptions and wrongful information. We offer the best accommodation services.
Scenario: when the salesperson is taking stock of the returns of his or her job if they’ve made any profits and efforts have been fruitful in widening the hotel margin profits as well as their income.