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Overcoming objections is a key
skill of a
salesperson.
What these objections could be?
Ted Roselius in his article
"Consumer Ranking of Risk
Reduction Methods" suggests that
consumers may
perceive, both consciously
and subconsciously, many
different types of risks in
buying and consuming a product:
Functional risk: The
product does not perform up to
expectations.
Physical risk: The
product poses a threat to the
physical well-being or health of
the user or others.
Financial risk: The
product is not worth the price
paid.
Social risk: The product
results in embarrassment from
others.
Psychological risk: The
product affects the mental
well-being of the user.
Time risk: The failure of
the product results in an
opportunity cost of finding
another satisfactory product.
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