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Selling to Anyone Over the Phone by Karen Robinson - CEO of PrimePoint Media, Sandra McKee, Renee P. Walkup

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Personality-Type Objection Patterns

In the paragraphs that follow are guidelines on what kinds of objections to expect from each personality type. Also, you will find handling those objections easier than you might have thought.

Precise

Precise people, because they are cautious, have the most objections, both in number and obscurity. Be prepared for this. They will sound skeptical, detailed, and even nitpicky to your ears. The P will sound doubtful and will be difficult to read over the phone because the voice quality is flatter, more monotone. The more technical P customer will go for the details. If your equipment has a 0.1 percent failure rate, the Precise will say, “What if we get the product that is defective?”

The P might spend ten minutes ...

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