Jenny is making a sales presentation to a retailer that may be willing to carry her line of soaps. During the presentation, she will handle any objections as they are made. This is because when she anticipated and countered potential objections in prior presentations, she found that she

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Anticipating and countering potential objections is a helpful strategy, but if you raise objections that the prospect would not have, it can come across as insincere and manipulative. By handling objections as they are made, Jenny can address specific concerns relevant to the potential client and demonstrate her product's benefits and features in a more authentic way.

Jenny Is Making a Sales Presentation to a Retailer That