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 objections that the prospect would not have had can come across as pushy or defensive. It is best to handle objections as they arise during the presentation to address the specific concerns of the prospect. This approach also allows Jenny to focus on highlighting the soap's benefits and features rather than raising objections that may not have existed.

Jenny Is Making a Sales Presentation to a Retailer That