Buyer Objections..docx

1 Buyer Objections Student’s Name Affiliation Course Professor Date

2 Anticipate Common Buyer Objections Objection 1 "I am concerned about the health effects of using e-cigarette juice." This objection comes up quite often. Buyers express their worries about the ingredients in the juice, the vaping process itself, and potential long-term health effects. It's a valid concern, given the public debate around vaping. Technique 1 Educate and Reassure: My approach here is to provide well-researched information about the ingredients and safety standards of my e-cigarette juice. I highlight any health and safety certifications or tests the product has passed. I emphasize the rigorous quality control measures we take to ensure the product's safety, aiming to reassure the buyer about their health concerns. Objection 2 "I have heard that e-cigarette juice can have a synthetic or artificial taste." This type of objection is common, especially from those who have had less-than-pleasant experiences with other brands or are new to vaping. They often need to be more relaxed about the authenticity and quality of the flavors. Technique 2 Offer Samples or Testimonials: In Response, I will offer small samples of different flavors so buyers can try them firsthand. I also share testimonials and reviews from other customers who have enjoyed our product's rich and authentic flavours; this firsthand experience often helps alleviate their concerns about taste. Objection 3

3 “Your product seems more expensive than other options on the market." Price is always a tricky subject. This objection arises primarily because the market is flooded with cheaper alternatives, making buyers more price-sensitive. Technique 3 Value Proposition and Comparison: I tackle this by explaining the value behind our pricing. I talk about our superior ingredients, our exceptional flavour profiles, and how our product lasts longer. I also compare cheaper alternatives to highlight the quality and value for money our product offers. Additionally, I mention any loyalty programs or discounts we might have, which can make the price more appealing. Write Out A Script For What The Buyer Would Say And How You Will Respond. Buyer's Objection 1 Buyer: "I'm really concerned about the health effects of using e-cigarette juice. I've heard a lot of mixed things about it." My Response: "I understand your concerns about health, it's a priority for us too. Our e-cigarette juice is made with high-quality ingredients and adheres to strict safety standards. We've conducted thorough testing to ensure it meets health guidelines. We have invested significantly in rigorous testing and certification processes to ensure our products meet and exceed health guidelines ( Marques et al., 2021) . This commitment to safety and quality is at the core of our product development. Would knowing that our products are rigorously tested and certified alleviate your concerns about health impacts?" (Trial Close). Buyer's Objection 2 "I have tried some e-cigarette juices before, and they often had a synthetic taste. How is yours different?"

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4 My Response: "That is a valid concern. To maintain an original and authentic flavor, our e- cigarette liquid only contains natural flavorings. To eliminate that artificial aftertaste, we've worked very hard. The truth is that I have several on hand that you can test out for yourself. Would you be more comfortable purchasing our product after experiencing a sample? I am pleased to provide you with a free sample of our selection of flavors so that you may try them for yourself and be confident in their quality. By doing so, you may witness firsthand how our dedication to using only natural, high-quality ingredients results in an unparalleled vaping experience ( Alhadyan, 2022) ." (Trial Close) Buyer's Objection 3 Buyer: “Your items seem to be more expensive than other competing alternatives out there. Does that have any rationale?" My Response: "It is good that you mentioned about price. We employ quality ingredients and provide a fuller flavor profile, which makes our juice last longer, but it also makes our costs a bit more. This indicates that you are indeed receiving greater worth for your investment. If I could show you how our product offers better value over time, would that address your concern about the price? I understand that making an investment in a higher-priced item can be a big decision. Buying our e-cigarette juice could actually save you money compared to buying cheaper alternatives more frequently" (Trial Close). Create a Response by the Buyer to the Trial Closes Buyer's Response to Trial Close 1 Buyer: "That does make me feel better, knowing you've put so much effort into ensuring the health and safety of your product. The fact that it's rigorously tested and certified is reassuring. I'm more comfortable now knowing these details."

5 Buyer's Response to Trial Close 2 Buyer: "I appreciate the offer for a sample. Trying it firsthand would definitely help me understand the quality you're talking about. I've been looking for a juice that doesn't have that artificial taste, so I'm curious to see how yours compares." Buyer's Response to Trial Close 3 "I see your point about the long-term value and cost-effectiveness. I had not considered the efficiency and lasting quality of your product. If you could show me how it saves money in the long run; that would definitely make me think more about investing in it." In roleplaying these responses, I will get a feel for how well my approaches in the SELL sequence are working. It is essential to gauge the effectiveness of your answers, and the trial closes in addressing the buyer's concerns. After practicing this, I will assess whether I felt confident and whether the buyer (in this case, my roleplay partner) seemed convinced by my arguments.

6 References Alhadyan, S. K., Sivaraman, V., & Onyenwoke, R. U. (2022). E-cigarette Flavors, Sensory Perception, and Evoked Responses. Chemical Research in Toxicology , 35 (12), 2194- 2209. Firmansyah, F., Margono, S., Rohman, F., & Khusniyah, N. (2019, October). The concept and steps of personal selling. In 2018 International Conference on Islamic Economics and Business (ICONIES 2018) (pp. 225-232). Atlantis Press. Marques, P., Piqueras, L., & Sanz, M. J. (2021). An updated overview of e-cigarette impact on human health. Respiratory research , 22 (1), 1-14.

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