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Objection Handling and Competitive Response

2 Most Common ECP Objections for Crizal® and recommend responses:

Objection # 1: “Lenses with Crizal® are harder to keep "clean”.

Questions to ask:
What would be the response from your patients if you asked, “How often do you clean your current
eyewear”?

Sales Response:

“Because the lenses are so clear, any smudges or dirt that your patients get on their lenses will be more obvious to

them. They are not dirtier than a pair without a no-glare (AR) treatment, but they are noticeable because they
don’t have the glare and distractions that would usually hide smudges and dirt. Please keep in mind, not all no-glare
(AR) treatments are created equally. If your patient had a negative experience with another no-glare (AR), they may
not have the same issue with Crizal.”

Objection # 2: “Our patients dislike the residual color on Crizal® Prevencia no-glare
lenses.”

Questions to ask:
• How are you currently educating your patients on the benefit of Crizal Prevencia (no-glare lenses) and how they
work?
• What does the no-glare (AR) conversation with patients sound like in your optical?
• How many of your patients are aware of the dangers of harmful blue light? How might that differentiate your
practice if you educated your patients and what are the risks if you don’t?

Sales Response:
“The residual purple color on the Crizal Prevencia lens shows that is effectively blocking harmful blue light. The
intensity of the purple hue depends upon the amount of harmful blue light it is blocking. This shows your
patient that their AR is working and providing them with protection. It is important for your patient to be
educated on the features and benefits provided by Crizal Prevencia so that you can be sure you are setting the
right expectations. Building this value will allow you to address this objection with your patients more
effectively.”

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