CHAPTER 7Selling Through Objections
PHONE SALES CHALLENGE – Nathan, who sells exercise equipment, expressed this difficulty: “The presentation is a piece of cake for me; I breeze right through it. But then, just when I think I ’ ve really nailed the sale, customers come up with some off-the-wall objections that throw me.”
In every salesperson’s day, there is that moment of celebration. Sometimes it’s a quiet moment, when you first recognize the customer is indeed going to buy. Sometimes it’s loud cheering and doing the happy dance around your office after you’ve hung up the phone from closing a career-defining sale. Whichever you are experiencing, the process that took you there probably went much like a well-crafted symphony.
When there is a ...
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