22MEETING OBJECTIONS
It so happens that I’ve written an entire book on how to overcome sales objections (25 Toughest Sales Objections and How to Overcome Them). So I’ve given this subject a lot of thought.
I’ve had to, because in training salespeople, it’s one of the questions I come up against the most frequently: What do you do when the customer says no?
I’m not going to repeat the entire book, but I’ll make the most basic point to you right up front: A sales objection is nothing but an unrecognized sales opportunity. This idea is at the heart of the philosophy of positive selling.
I’m not just blowing smoke at you either. I firmly believe that there are very few objections that can’t be overcome. That isn’t to say you’ll make the sale every ...
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