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Objection Handling and Competitive Response

3 Most Common ECP Objections for Transitions® Lenses and recommend responses:

Objection # 1: “Transitions lenses don’t change in the car”.

Question to ask:

How are you currently training your staff and what tools do they use to educate

and demonstrate Transitions’ benefits and technologies to your patients?

Sales Re sponses:
“Staff training regarding the technology of Transitions is important. By learning how to educate and position
Transitions as an everyday pair to your patients, your success will be immediate. For example, it is important

to understand and educate your patients that Transitions lenses are not a replacement for polarized

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sunglasses. For example, clear lenses do not change in the car either; however, Transitions XTRActive lenses

do activate behind a windshield as they react to
both UV and visible light. Transitions Lenses are the best recommendation for an everyday pair and then

Polarized for the patient’s extended outdoor activities.”
“Transitions lenses are a replacement for your patient’ s clear indoor eyewear. They are in no way meant to
replace their polarized sun wear. I feel it would be very beneficial for us to work together to make sure your

staff is prepared to position these products properly to your patients so that they will fully understand the
benefits this product offers for their vision.”

Objection # 2: “Transitions lenses are too expensive”.

Question t o ask:

• How is your staff currently positioning and recommending Transitions to your patients?
• How much do your patients typically spend on technology?

Sales Response:
“Transitions should be recommended to patients as a feature of their complete lens solution. This allows your
staff to focus on the visual and protective benefits of Transitions, rather than solely on price. Patients are looking
to you, as their vision care provider, to make recommendations based on their visual needs and to provide them
with the best solution for their vision. Assuming the patient wears these lenses for 1 year, the cost of for all the
protective benefits of Transitions would be approximately $0.30 per day. I believe if we position the benefits
properly, patients will see the true value of Transitions lenses. .”

Objection # 3: “Transitions are for old people – I don’t wear them so I don’t sell them”.

Question to ask:
What is the feedback you receive from patients who currently wear Transitions lenses?
h h h d f h h l f ld

Sales Response:
“I understand that you do not currently wear this technology. However, Transitions is the most recognized
optical consumer brand and have an extremely high repurchase rate. Currently 50% of patients purchase
Transitions lenses when recommended by their vision care provider and 94% of those patients re-purchase
Transitions Lenses. This is because today’s advancements in photochromic technology have allowed
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