Current Objections

1. Too Big
2. It's too expensive
3. We don't have space - right now but moving soon
4. At all, child's room is full of stuff
   already
5. No casual room for the furniture
6. I have one
7. Doesn't come in my color
8. Doesn't come in the fabric that will go with my home décor

Too Big

Restate “ Other than size is there any thing else preventing you from owning this __________?”    (dig out the real objection before starting to answer the first one.  Answer the real objection first.)

What do you like about __________?

Lets think about size for a moment.   What type of furniture do you presently have in the TV room?  (Write up a list).

Okay, first of all, _________ look bigger than they are (this is minimizing the objection).  That’s because the are solid.

 In fact, most chairs like the one’s you have take up as much or more floor space!  

 (Assuming comfort is a positive)

 From a comfort standpoint, which is more comfortable?  The __________ or the wicker love seat?

 Would it make sense to replace the uncomfortable wicker chair with a cushy comfy __________?   Where could you put that old wicker chair?  Maybe have it part of a garage sale?

 (assuming customer sees the benefit)

 Then close.