---
title: "22 Refusal Response Scripts for New Product Distribution at Retail Outlets"
description: "This article provides 22 scripts for sales representatives to handle retailer objections when introducing new products, covering concerns about demand, shelf space, profit, pricing, and more, with the goal of overcoming resistance and securing orders."
author: "New Distribution"
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published: "2015-10-26"
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# 22 Refusal Response Scripts for New Product Distribution at Retail Outlets

> This article provides 22 scripts for sales representatives to handle retailer objections when introducing new products, covering concerns about demand, shelf space, profit, pricing, and more, with the goal of overcoming resistance and securing orders.

1. Store owner: No consumers have asked about this product, so it won't sell well.
Sales rep: Boss, consumers have already started buying this product in large quantities at other stores. I think you may not know that impulse buying influences consumer decisions. If consumers have seen ads for this product on TV or other media, and then find it in your store, most will have the desire to buy it, and they may become repeat customers. This brings you not only profit from the product itself but also long-term benefits.

2. Store owner: I can't stock this product; I have no shelf space.
Sales rep: Boss, I don't think that should be a reason not to stock it, because consumers have a demand for this product. Now that Spring Festival is over and it's getting hotter, although sales of this product may be lower, some consumers still want to buy it. You might want to free up a spot for it, as it can earn you more operating profit. Since it's your first order, I suggest you start with a small quantity. Would you like one case or two?

3. Store owner: I stocked this product before, but it took me a long time to sell out.
Sales rep: Consumers have an acceptance process for new products. Originally, consumers were first exposed to this product and didn't know its quality well. Now consumers are very familiar with it. What used to take a month to sell can now be sold in less than a week. Why not keep a few cases today? Oh, by the way, I brought promotional posters for this product today. Let's decorate your store with them. When consumers see the posters and you recommend it, it would be strange if the product didn't sell well.

4. Store owner: I already have two of your products; I don't want to add more.
Sales rep: Since you have two products, it shows that consumers here have accepted them. You surely know that the needs of different consumer types are not exactly the same, and even the same consumer has different needs at different times. Therefore, we must offer consumers more choices to better meet their needs, and only then can you earn more profit. So I suggest you also stock this product.

5. Store owner: We have many products at this price point; we don't want to add more.
Sales rep: Boss, a product can't be expected to sell to everyone, so each product has its corresponding consumer group. Just like cars, some people buy Volkswagen, but BYD also has buyers, right? Offering different choices at the same price point makes your store more attractive. Moreover, our product can truly bring you profit growth.

6. Store owner: This product doesn't sell in my store.
Sales rep: Boss, I know this product isn't the fastest seller in your store, and it doesn't sell fast in other stores either. Although there aren't many customers, some people do buy it. If everyone else stops selling it and only you sell it, won't you have more customers? Besides, these customers don't come to your store just for this product; they'll likely buy other items as well.

7. Store owner: I don't need to stock two or three sizes of every product; I can't compare with big stores.
Sales rep: Boss, surveys show that when consumers can't find the product they need, 40% delay their purchase, and 60% go to another store. Do you want to let go of profits that are within reach? I think having what others have, and also what others don't, is your best choice.

8. Store owner: I don't want to stock it now; I'll stock it when someone asks.
Sales rep: Boss, doing so will not only make you miss a sales opportunity when someone wants to buy, but also drive your regular customers to the store next door or across the street. Please recall our track record with new brands: when we launched ** and **, no one asked for them in advance. Now these brands have contributed significant sales and profits to you. So we have every reason to believe this new brand will achieve the same success.

9. Store owner: I'll stock one size first, and if it sells well, I'll stock the other two later.
Sales rep: Boss, our market research shows that the sales ratio for the three sizes is 30%, 50%, and 20%. If you only stock one size, you'll only get 30% of the business. But if you stock all three sizes, you'll get 100% of the business. Our research also shows that during product launch, stores that stock all sizes sell several times more than those that don't. If a consumer wants the larger package size and you only have the small one, your competitor will have an advantage because they have all sizes. Let me put these three products together as a case. See which sells best this week, and next time you can order a full case of that. For the slower sellers, you can order less next time. This reduces risk and increases profit.

10. Store owner: Why should I help you promote this product?
Sales rep: Boss, you're not promoting the new product for us. Of course, some manufacturers hope retailers will promote their new products, which means they don't understand the sales potential or don't want to spend more money on promotion. For them, selling the new product to the retail store means their job is done. But we have been running various promotions and providing strong advertising support. Consumers will associate the new brand with your store based on ads or promotions, and they'll be interested in trying the product features introduced in the ads. So you should give them a chance.

11. Store owner: Since you're factory-direct, why is your supply price higher than the wholesale market?
Sales rep: Boss, because we are factory-direct, you don't have to worry about buying counterfeit goods, which would lose money and damage your reputation. Our supply is stable, and with regular visits, we ensure you don't run out of stock. In times of tight supply, we always prioritize our direct customers. Our popular products are always available at stable prices to meet your needs, unlike the wholesale market where prices fluctuate. Even if you need just one or two cases, we deliver immediately, so you don't have to tie up capital and can increase cash flow. Our sales staff will help you manage your shelves, put up posters, and effectively improve your store image and business opportunities.

12. Store owner: What if we can't sell it? Will you take it back?
Sales rep: Boss, our products are developed after market and consumer research, so there will definitely be consumers buying them. Look, didn't our previous ** and ** products all get promoted successfully? Even if sales are poor here, we can exchange the goods for you, but you need to notify us in advance within the specified time.

13. Store owner: Give us some free stock or sell on credit, or we won't take it.
Sales rep: Boss, you know our factory never sells on credit. Besides, our new products are developed after thorough research and are truly meant to make money for everyone. You've been in business for years, so you know new products have the highest profit margins. If you don't believe me, ask Boss Zhang from Guangming Road. Last week, he sold over 20 cases of this product in one week. With a profit of 20 yuan per case, that's over 400 yuan in profit from this one product alone, more than all his other products combined.

14. Store owner: The profit margin on this product is too low; we won't sell it.
Sales rep: Boss, the profit margin on branded products is generally lower, but sales volume is high, so profit is made up through volume. Additionally, branded products can drive sales of other items. When consumers come to buy this product, they'll also see other products and buy them too. So it brings extra profit to your store.

15. Store owner: I have no money; I've used up all my money for stock (on other products). I won't order today.
Sales rep: Boss, a case of goods costs only a few dozen yuan, and it can bring you more than just a few dozen yuan in profit. Moreover, we have stable service, and your neighbors across the street and next door have already stocked it. If a consumer comes to your store for this product and you don't have it, they'll go to the neighbor's store, and we lose a sale. And our business relies on repeat customers. If a repeat customer can't find what they need here, they might become a repeat customer of another store.

16. Store owner: I can't decide; I don't manage the money. The boss lady has the final say.
Sales rep: Boss, a case of goods doesn't cost much. If necessary, I can advance the payment for you? I think a big boss like you wouldn't let a small sales rep like me pay for you. This kind of decision should be yours. Business isn't like playing mahjong. If your wife gets upset, I'll treat you to a meal later. How many cases will you take this time?

17. Store owner: I'll just take the ** product; I'll order the others next time.
Sales rep: Boss, let's do this. I'll leave one case of each of the three new products, making three cases in total. The price is the same, but your product range is richer. Next time you order, you can order more of the best sellers and less of the slow movers. That way, you have no risk.

18. Store owner: Why is your product more expensive than ***'s?
Sales rep: Boss, you get what you pay for. How can different products be compared? Both are sedans, but a Mercedes can sell for over a million. If someone offered you a Santana for a million, you wouldn't take it, right? Besides, you buy at a higher price and sell at a higher price, so your profit isn't affected. Our product is a brand name and can also drive sales of other items.

19. Store owner: My store is very clean; I won't allow posters.
Sales rep: Putting up posters is first for product promotion and second for your store's promotion. When consumers see the poster, they'll know your store has this product and come to buy. Without the poster, they might think you don't have it and go next door. I'll be responsible for putting up posters and tidying the products every time I visit. You just wait to collect the money!

20. Store owner: I have things to do today; let's do it another day.
Sales rep: I think no matter how busy you are, you wouldn't turn away money. Let me check what you're missing and unload quickly. We'll follow the usual procedure, okay?

21. Store owner: This is a grocery store; we've never sold this kind of product.
Sales rep: Boss, I used to think that way too. But I think if consumers see our product while buying other items, they'll also want to buy some. At the tea shop down the street, after they stocked our ** product, they now sell dozens of cases every week.

22. Store owner: Our boss isn't here; we can't make decisions.
Sales rep: Why not call the boss? Ordering in time is helping your boss make money. Calling promptly shows you care about his business and are responsible. When your boss returns, he'll definitely reward you.

Of course, relying solely on these scripts doesn't guarantee success in every new product launch. New product promotion requires persistent effort and coordination with other aspects, such as achieving a distribution rate of over 60%, then conducting promotional pull in key cities or high-traffic areas targeting the consumer group. Or first do promotional pull, then distribution. Combining push and pull to quickly form sales for the new product.

**-END-**

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