---
title: "Terminal Distribution: Concise Answers to Common Terminal Objections"
description: "During terminal distribution, especially for new products, salespeople often face customer objections they cannot answer, leading to failed visits. This article provides concise, practical responses to common terminal customer objections, distinguishing between real and false objections, and emphasizes the importance of learning and diligence in sales."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2014-08-10"
language: "en"
canonical: "https://xinjignxiao.com/en/articles/terminal-distribution-concise-answers-to-common-terminal-objections-0c8cbe99/"
markdown: "https://xinjignxiao.com/en/articles/terminal-distribution-concise-answers-to-common-terminal-objections-0c8cbe99.md"
original_source: "https://mp.weixin.qq.com/s/kNQ4gZ5X9sBSmh-AX2DZ8A"
translation: "https://xinjignxiao.com/zh/articles/%E7%BB%88%E7%AB%AF%E9%93%BA%E8%B4%A7-%E7%BB%88%E7%AB%AF%E5%B8%B8%E8%A7%81%E6%8E%A8%E8%BE%9E%E7%B2%BE%E8%BE%9F%E8%A7%A3%E7%AD%94-0c8cbe99.md"
attribution: "New Distribution — https://xinjignxiao.com/en/articles/terminal-distribution-concise-answers-to-common-terminal-objections-0c8cbe99/"
usage_policy: "https://xinjignxiao.com/ai-policy.txt"
---

# Terminal Distribution: Concise Answers to Common Terminal Objections

> During terminal distribution, especially for new products, salespeople often face customer objections they cannot answer, leading to failed visits. This article provides concise, practical responses to common terminal customer objections, distinguishing between real and false objections, and emphasizes the importance of learning and diligence in sales.

**Warm Tip: Click the blue text above “FMCG Distributor Professional Consulting” to learn more about marketing and distributor internal management.**

During visits, many salespeople face questions from customers that they cannot answer, leading to failed visits. How should salespeople respond to customers?

In the process of FMCG terminal distribution, especially during the launch of new products, salespeople often report that during visits, customers raise questions they cannot answer, causing communication to break down and making it difficult to close deals. Below are answers to common customer objections.

First, it is essential to distinguish whether the terminal customer's objection is real or false. If it is a real objection, it should be resolved through multiple visits, understanding the customer's true needs, and advancing the relationship. This is not detailed here. False objections are just excuses or reasons customers use to brush you off, made without understanding the product, performance, service, or profit. Therefore, there is still significant room for closing the deal. As long as you seize opportunities and handle these issues properly during communication, developing customers can become enjoyable.

**"I've sold it before, and it didn't sell well."**
Answer: Thank you very much, Boss ×, for your support of our product. Can you tell me why it didn't sell well? Was it that consumers didn't like it, the product itself wasn't attractive, the profit margin was insufficient, the manufacturer's service wasn't up to par, or the in-store display wasn't good enough, or the price was too high? (Find the real reason it didn't sell well.) It's okay, just tell me directly; it will help us improve. However, based on my years of experience, whether a product sells well mainly depends on you, the boss. If you are willing to support me, I believe it will sell well. For example, there's a convenience store on ×× Street, not as big as yours, but the boss was very willing to help me sell, and it ended up selling better than some mature brands. Just because it didn't sell well yesterday doesn't mean it won't sell well today, just like we didn't know each other yesterday, but today we are good friends and brothers. Don't you think so?

**"I don't want to sell new products."**
Answer: Are you worried the product won't sell well? Today we have a promotional launch; you don't need to stock much, and we won't just come once and never return. Our cooperation is long-term. Our product is a well-known brand with guaranteed after-sales service. A store as big as yours can surely sell a box or half a box. There's no risk at all. Try a box. (Customers who don't want new products are mostly afraid of trouble and worried about not selling; once you remove this psychological barrier and the risk of stocking, the deal is likely to close.)

**"The price is too high; there's no profit."**
Answer: What profit margin do you think is reasonable? (Ask the customer what profit they want.) Please don't compare our product with low-quality ones. Our product has guaranteed quality, made with genuine materials, and after-sales service is in place. On top of the current price, you can also enjoy additional VIP-style services. You can compare prices; you get what you pay for. We don't promise high profits, only reasonable ones. I think you don't just pursue profit and ignore the product itself, right? If there are no other objections, let's order two boxes.

**"After-sales service is not guaranteed."**
Answer: Building a brand doesn't happen overnight, and no one wants to lift a rock to drop on their own feet; that would be painful. As for after-sales service, the company is more concerned than you are. Moreover, all this talk is just speculation. If you don't give me a chance, you'll never know the quality of our service. Giving me a chance is also giving yourself a chance. If you find our service good, we can continue to cooperate; if not, we can still be friends. How about two boxes?

**"I don't trust salespeople."**
Answer: Indeed. (First agree with the customer.) There are a few irresponsible salespeople in the market who make promises but don't deliver, causing losses and harm to customers. Once bitten, twice shy. I understand your feelings. It's better to deal with familiar people. You see, I've come three times now; I believe our relationship has gone beyond cooperation. You can start with a small order. If I do well, give me praise and encouragement. Let trust begin with cooperation. How about a box?

**"I'm in a bad mood, and I'm taking it out on the salesperson."**
Answer: Boss, you seem to be in a bad mood today! (Be perceptive and strike first.) What happened? Earning money is for your own happiness... (Use humor to defuse the customer's mood.)

**"The customer ignores the salesperson."**
Answer: (Use self-deprecating humor.) Boss ×, are you unhappy to see me? Although I may not be easy on the eyes, I can still be presentable. You can ignore me, but you can't refuse money, right? I'm here to bring you money today, to make money happily and live happily. (First raise the customer's interest, eliminate rejection, then talk about the product.)

**"I'll wait until others sell it well before I sell it."**
Answer: I really don't understand; you could be a leader. Have you noticed that those who lead always get the best? Why follow others when you can make your own way? If it sells well here, it may not sell well elsewhere, and vice versa. My success depends on everyone's support. If everyone were like you, I'd be out of a job. Heaven has mercy; you are willing to support me, right? How about two boxes?

**"I've been burned before; salespeople promised things they didn't deliver."**
Answer: It's undeniable that some salespeople casually promise conditions and then fail to deliver. (First go along with the customer's thinking.) Such practices are just to gain your support, but the approach is not honest. Because you've had this experience, you now have this prejudice against me, which is understandable. My style is different: if I have it, I have it; if I don't, I don't. Claiming something that doesn't exist is clearly cheating you. Business is about integrity and longevity. I wouldn't want to lose a customer's trust by making empty promises; that would be counterproductive. Why not try cooperating with me? Give me a chance, and I'll give you a world. Let's order a box of Zhengzhou Liangye!

**"The 'prize in the box' is troublesome."**
Answer: First, you need to understand the purpose of the in-box prize. What aspect do you find troublesome? The in-box prize is a direct rebate to the customer, allowing them to profit directly. You might think it's troublesome to collect the boxes when opening, but you're overthinking it. Our requirements are not high; a box is displayed easily without taking extra space or requiring stock. If it sells well, we continue; if not, consider it a favor to me. How about a box?

**"Are there any fees?"**
Answer: There are no fees now. Our product is new, and the market approach differs from mature products; we focus on market share. Fees are tied to sales volume. If you ask for fees, I might ask for sales. Currently, I don't want to put too much pressure on you, and you might not accept my conditions, so it's better not to discuss fees. Just support me by stocking the product. Let me put a box on your shelf!

**"I'll call you if I need it."**
Answer: Ha, Boss ×, thank you very much for your support. Your words remind me of a customer who said exactly the same thing, also saying they'd call me if needed. Years have passed, and they still haven't called. Clearly, you're just brushing me off. Can you tell me the real reason you don't want to stock? (Understand the real objection and need.) I have stock now; let me put down two boxes!

**"I'll sell it when it gets colder."**
Answer: Many customers initially thought the same, saying they'd wait until it got colder, but after communication, they are now selling it and doing quite well. (Give examples.) Actually, the sales of baijiu (Chinese liquor) have little to do with the weather; it's just that the speed of sales is somewhat related. Why not strike while the iron is hot? If you really want to support me, stock a box now! (Use a little provocation.)

**"The taste doesn't suit consumers (too strong or too light)."**
Answer: (Use comparison.) What taste do you usually prefer? Does your wife (or husband) have the same taste as you? Everyone has different tastes. Moreover, the company's product taste is based on consumer surveys and caters to the vast majority. We can't ignore the majority's taste because of a few differences. Don't you think so? Taste can also be cultivated in sales, like a man and woman falling in love, from not knowing to knowing, then to loving. It's possible to fall in love with a sip and love it for a lifetime, right? Let's order two boxes and have a romance.

**"I'll sell it after clearing out the slow-moving stock."**
Answer: Thank you very much for your support of our product and me personally! (Have a grateful attitude.) I don't know how you define good-selling and bad-selling. Based on my years of experience, I've found that if the boss is willing to sell, even a slow mover can become a fast mover; if not, a fast mover can become slow. 98% of in-store sales depend on the boss. The same is true for Zhengzhou Liangye; it sells well in some stores and slower in others. That's because the boss's support varies. With your support here, I believe it will sell well. Why not take the opportunity? The sooner you sell, the sooner you profit. One box or two? (Give a choice.)

**"The boss is not here; come back later."**
Answer: It's okay that the boss isn't here. I believe that since the boss entrusted the store to you, they trust you highly. If your management brings higher profits to the store, won't the boss have a new evaluation of your abilities? (Learn to appreciate.) I think you can stock a box or two.

**"I don't have money."**
Answer: (Use direct confrontation.) Boss ×, you're exaggerating. If you don't have money for a box, no one would believe it. Even if you don't have money, here's a chance to make money, and you don't want it. I think you're just brushing me off. Is it not about money, but another reason? (Find the real objection.) If not, I'll put down a box or two.

**"The 'buy one get one free' is troublesome, and redemption is not timely."**
Answer: We not only have the best product but also the best service. For "buy one get one free," there are three channels for redemption: distributor, sub-distributor, and salesperson. You can call any of them anytime; it's convenient and fast. We come to your store every Wednesday. Do you think this service will cause you any trouble? Would you like one box or two?

**"I'm busy now; I don't have time."**
Answer: Sorry to take up your time. Can you spare one minute? (Most people will give a minute; use a small unit to overcome the objection.)

**"Give me the poster; I'll put it up for you."**
Answer: (Never believe the customer will put up the POP.) Thank you for your support, but the company has strict requirements for POP placement and has dedicated staff to check. I'll do this myself; no need to trouble you. Just help me sell more products.

**"No one asks about this product."**
Answer: Of course, no one asks because you don't stock it. How can anyone ask? Our product is new, so we need your support! Every product has a first time; mature products also had no one asking at the beginning. Some consumers like new products and are more receptive. Let them see it first; they might fall in love with a sip. Try a box.

**"Can I sell on consignment?"**
Answer: No! (Be firm.) A few hundred yuan worth of goods, I think you'd be embarrassed to consign. I won't ask you to stock much; out of responsibility, take one or two boxes. More would tie up your capital. Once it sells well, you can order more. Let me give you a box first.

**"I want to taste it to see how it is."**
Answer: Sure! (After tasting) How is it? Let me give you two boxes.

The sales process is a game and also a process of inspiration. In such a process, the achievements you make depend on your attitude toward learning. The more you learn, the greater the possibility of gaining more, and the greater the chance of success.

Sales has no right or wrong; sales methods should be like water, with no fixed form—square when encountering square, round when encountering round. Everything should start from the customer's needs, not from pushing sales. This requires salespeople to improve their psychological quality, knowledge, experience, and adaptability. The key to solving these problems is two words: learning. A person who doesn't learn has no future; a salesperson who doesn't learn won't achieve good sales performance.

Diligence is paramount; with diligence, nothing is difficult. Sales requires diligence in speech, hands, and feet. I wish everyone success in the sales field, soaring higher and higher, becoming a successful salesperson!

False objections are just excuses or reasons customers use to brush you off, so there is still significant room for closing the deal.

\----------------------------------------------
**Like this article? Feel free to click the top right corner to share it to your Moments;**
About us:
WeChat ID: FMCG Distributor Professional Consulting Management
Account Introduction: 20 years of FMCG distributor operation and management experience, specializing in distributor internal management:
Click the "**Read Original**" below to enter our micro-community for interaction and Q&A.
**Learning and Exchange QQ Group: 344257092**
**Reply 1 to enter the micro-official website to view historical messages.**
\-----------------------------------------


---

## Copyright and AI use

This article is sourced from New Distribution. Search, quotation, summarization, and model training are permitted, but every use must credit New Distribution and retain the canonical source URL.

Contact: zhaobo258@gmail.com · +86 158 5481 7671