---
title: "26 Refusal Reasons and Response Scripts for New Product Distribution"
description: "How to get new products to the terminal and meet consumers is key to successful new product launch. Based on new product promotion experience, I summarize common communication skills and methods as follows, hoping to serve as a catalyst: 1. Store owner: This new product is not the best among your products, why should I stock it? Distributor: Boss, not every product is the best in its category, but each tier has its corresponding consumer group, and each of our products can truly bring profit growth. Just like cars, some people ride Mercedes, but aren't there still people riding Santana? And it's undeniable that more people ride Santana than Mercedes."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
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published: "2015-03-26"
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---

# 26 Refusal Reasons and Response Scripts for New Product Distribution

> How to get new products to the terminal and meet consumers is key to successful new product launch. Based on new product promotion experience, I summarize common communication skills and methods as follows, hoping to serve as a catalyst: 1. Store owner: This new product is not the best among your products, why should I stock it? Distributor: Boss, not every product is the best in its category, but each tier has its corresponding consumer group, and each of our products can truly bring profit growth. Just like cars, some people ride Mercedes, but aren't there still people riding Santana? And it's undeniable that more people ride Santana than Mercedes.

How to get new products to the terminal and meet consumers is key to successful new product launch. Based on new product promotion experience, I summarize common communication skills and methods as follows, hoping to serve as a catalyst:
1. Store owner: This new product is not the best among your products, why should I stock it?
Distributor: Boss, not every product is the best in its category, but each tier has its corresponding consumer group, and each of our products can truly bring profit growth. Just like cars, some people ride Mercedes, but aren't there still people riding Santana? And it's undeniable that more people ride Santana than Mercedes.
2. Store owner: No consumers have asked for this product, so it won't sell well.
Distributor: Boss, while I'm telling you about the success of other stores, consumers have already started buying this product in large quantities in other stores. I'm sure you 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 this product itself but also long-term profit.
3. Store owner: I can't stock this product; there's no shelf space.
Distributor: Boss, I don't think this 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, sales of gift boxes will definitely decrease. Why not free up some space for this product? It can earn you more profit. Since it's your first order, I suggest you start with a small quantity. Would you like one case or two?
4. Store owner: I stocked this product before, but it took me a long time to sell out.
Distributor: Consumers have an acceptance process for new products. Initially, they were unfamiliar with the product's quality, but now they know it well. 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. Let's decorate your store. When consumers see the poster and you recommend it, it would be strange if it didn't sell well.
5. Store owner: I already have two of your products; I don't want to add more.
Distributor: Since you have two products, it shows consumers here have accepted them. You know that different consumer types have different needs, and even the same consumer has different needs at different times. So we must offer more choices to better meet consumer needs, and only then can you earn more profit. So I suggest you stock this product too.
6. Store owner: I don't want to stock this large-size product.
Distributor: Boss, this large-size product is developed for special families with many members, mainly for cooking. I understand many families here go to distant farmers' markets to buy this large size, and some buy in large quantities to reduce trips. If we can provide this product for these families, they won't have to travel far. This way, your profit level will increase.
7. Store owner: This size doesn't sell in my store.
Distributor: Boss, I know this size isn't the fastest seller in your store, nor in other stores. Although there are few customers, some people still buy it. If everyone stops selling it and only you sell it, won't you have more customers? Besides, these customers don't come just for this product; they'll likely buy other items too.
8. Store owner: I don't need to stock two or three sizes of every product; I can't compete with big stores.
Distributor: Boss, surveys show that when consumers can't find the product they need, 40% delay purchase, and 60% go to other stores. Do you want to let go of profits? I think having what others have and also what others don't is your best choice.
9. Store owner: I don't want to stock now; I'll stock when someone asks.
Distributor: Boss, this not only makes you lose a sales opportunity when someone wants to buy, but also sends your regular customers to neighboring stores. Think back to our new brand launches: when we introduced ** and **, no one asked for them beforehand. Now these brands contribute significant sales and profit. So we have every reason to believe this new brand will succeed similarly.
10. Store owner: I don't need all three sizes; I'll stock one size first, and if it sells well, I'll stock the others later.
Distributor: Boss, our market research shows the sales ratio for the three sizes is 30%, 50%, and 20%. If you only stock one size, you get only 30% of the business. If you stock all three, you get 100%.
Boss, our research shows that during product launch, stores with all sizes sell several times more than those without. If consumers want the larger size and you only have the small one, your competitors will have an opportunity because they have all sizes.
Boss, let me make a case with these three products. See which sells best this week, and next time you can order a full case of that. For the slow movers, order less next time. This reduces risk and increases profit.
11. Store owner: Why should I help you launch this product?
Distributor: Boss, you're not launching it for us. Some manufacturers want retailers to promote new products, which means they don't understand the sales potential or don't want to spend money on promotion. Selling to retailers is the end of their job. But we've been running various promotions and providing strong advertising support. Consumers will associate the new brand with your store based on ads and promotions. They'll be interested in the product features and try it. So you should give them a chance.
12. Store owner: Since you're factory-direct, why is your price to small stores higher than wholesale markets? Are you taking too much commission?
First type of answer:
a. Because we deliver to your door, even with small quantities, which increases our costs.
b. Wholesale markets only give discounts for large quantities, but our delivery has no minimum.
c. (Show daily visit reports or promotion tracking forms to the store owner) Our salary is not related to sales volume, and we don't get commissions. We're evaluated on the number of stores we distribute to and helping store owners build good in-store image.
Second type of answer:
d. Since we're factory-direct, you don't have to worry about buying counterfeit goods that hurt your capital and reputation.
e. Our supply is stable, and regular visits ensure you don't run out. In times of shortage, we prioritize our direct customers.
f. Our hot products are always available at stable prices to meet your needs, unlike wholesale markets with fluctuating prices.
g. Even if you need just one or two cases, we deliver immediately, so you don't tie up capital and increase turnover.
h. Our salespeople will help you manage shelves, put up posters, and effectively improve your store image and business opportunities.
13. Store owner: What if we can't sell them? Will you take them back? What if you don't keep your word?
Distributor: Boss, our products are developed after market and consumer research, so there will be buyers. Look, didn't our previous ** and ** products succeed? If sales are poor, we can exchange them for you, but you need to notify us within the specified time, and we'll exchange for new-date products for free.
14. Store owner: Give us some free stock or credit, or we won't take it.
Distributor: Boss, you know our factory never sells on credit. Besides, our new products are developed after thorough research and are truly profitable. You've been in business for years; you know new products have the highest margins. Ask Boss Zhang from Guangming Road; last week he sold over 100 cases of this product in a week. With a profit of 5 yuan per case, that's over 500 yuan from this product alone, more than all his other products combined.
15. Store owner: The profit on this product is too low; we won't sell it.
Distributor: Boss, brand-name products usually have lower margins but higher sales volume, so profit is made up by volume. Also, brand products can attract customers. When they come for this product, they'll see other products and buy them too, bringing extra profit to your store.
16. Store owner: I have no money; I've used up my budget on other products. I won't stock today.
Distributor: Boss, a case costs only a few dozen yuan, but it can bring more than that in profit. Besides, we have stable service. Your neighbors across and next door have already stocked. If consumers come to you and you don't have it, they'll go to them, and you lose a sale. Our business relies on repeat customers. If they can't find what they need, they may become repeat customers of other stores.
17. Store owner: Your product looks smaller than **'s.
Distributor: Boss, let's weigh them. The weight is the same (of course, the weight is the same; it looks smaller due to thickness). Which is heavier, *** or starch? Same weight, but ours looks smaller, which means our *** content is higher. Consumers naturally prefer products with higher *** content. Would you like one case or two?
18. Store owner: Your product has low *** content and too much starch; it doesn't taste good.
Distributor: Boss, we've developed high, medium, and low-end products based on consumer spending levels. High-end products target urban high-end consumers, and low-end products target mass consumers. The low-*** products you mentioned are probably the regular ones. If you want high-*** products, we have them. *** and *** have particularly high *** content. How many would you like this time?
19. Store owner: I can't decide; the money isn't in my hands. The boss lady has the final say.
Distributor: Boss, a case doesn't cost much. If necessary, I can advance the payment for you. I don't think a big boss like you would let a small salesman like me advance it. This is your decision. Business isn't like playing mahjong. If your wife gets angry, I'll treat you to a meal later. How many cases this time?
20. Store owner: I'll just take ** product; I'll get the others next time. I don't know when this case will sell out.
Distributor: Boss, how about this: I'll leave 30 units of each of the three new products, which makes exactly one case. The price is the same, but your product range is richer. Next time you order, you can order a full case of the best seller and less of the slow movers. That way, you have no risk.
21. Store owner: Why is your product one yuan more expensive than ***'s?
Distributor: Boss, you get what you pay for. How can different products be compared? Both are cars, but a Mercedes can sell for millions, while a Santana for a million you probably wouldn't want, right? Moreover, one yuan per case is only one cent per unit, which doesn't affect your profit. Our product is a brand name and can attract customers, bringing you far more than one yuan in other profits.
22. Store owner: My store is clean; I don't allow posters.
Distributor: Posters promote the product and your store. When consumers see the poster, they know you have the product and will come to your store. Without it, they might think you don't have it and go next door. I'll come regularly to put up posters and keep the products clean. You just wait to collect the money!
23. Store owner: I'm busy today; can we do it another day?
Distributor: I think no matter how busy you are, you wouldn't turn away money. Let me check what you're short of and unload quickly. We'll follow the usual procedure, okay?
24. Store owner: This is a pharmacy (jewelry store, stationery store, etc.); we never sell such products.
Distributor: Boss, I used to think the same. But if consumers see our product while buying in your store, they'll likely want to buy some. At the Health Pharmacy in the south of the city, after stocking our ** product, they now sell dozens of cases every week.
25. Store owner: My chef can make these products; we don't need your ready-made ones.
Distributor: Our product is mass-produced industrially, inexpensive, convenient, and improves the chef's efficiency. I believe using our product will only boost your business. With more choices for consumers, your business will flourish.
26. Store owner: Our boss isn't here; we can't decide.
Distributor: Why not call the boss? Timely stocking helps your boss make money. Calling him shows you care about his business and are responsible. He'll surely reward you when he returns.
Of course, these scripts alone don't guarantee success in every sales call or new product launch. New product promotion requires persistent effort and coordination with other elements. For example, after achieving over 60% distribution, conduct promotional pull in key cities or high-traffic areas targeting the consumer group. Or first do promotional pull, then distribution. Combine push and pull to quickly generate sales for the new product.
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