By Tibor Shanto – firstname.lastname@example.org
There are times when an objection is not what it seems, but by treating it as an objection we could inadvertently create a scenario and situation that is risky when it didn’t have to be. Often, prospects’ questions at critical points in the sale sound like objections, when they are just the buyer thinking out loud.
Sellers need to slow down, step back assess, then deal with the situation, statement in a way appropriate for that situation.
Take a look at what I mean. Then download the Objection Handling Handbook.
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