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Questions That Sell by Paul Cherry

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Chapter 8. Getting Past “What If?” Objections and Stalls

NOT ALL SALES INTERACTIONS run smoothly, and sometimes as salespeople we hit a bump in the road. These bumps may be because of our own mishandling of a situation, or they may arise because of a customer’s conflicted feelings about a sale. Either way, if we want to salvage our hard work and make sure that the sale goes through, we need to learn to deal with these obstacles so that the customer’s needs are met.

The first step in this recovery process should be to uncover the real reasons behind a customer’s objections or stalling tactics. It is only after you have discovered a customer’s motivation for putting off the sale that you can begin to diffuse the situation. Once you know the reasons ...

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