The RIGHT Response Framework:

R - Remain calm: Maintain a professional demeanour.

I - Inquire for reasons politely: Ask open-ended questions like, “Could you share what concerns you most about this product?”

G - Give value propositions: Address concerns with specific benefits.

H - Handle objections with empathy: Acknowledge their perspective before responding.

T - Thank them: Express appreciation for their time and feedback.

Scenario Practice:

Salesperson: “I understand budget is a concern. Can we explore a phased purchasing plan to make it more manageable?”