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SOAR SELLING: How To Get Through to Almost Anyone--the Proven Method for Reaching Decision Makers by Marhnelle Hibbard, David Hibbard

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CHAPTER 9HANDLING OBJECTIONS

Product Knowledge, Market Knowledge, Competitor Knowledge, and Client Knowledge

One of the most useful tips we can give you when it comes to handling objections is that you have to know what you are talking about. Whether you are a new salesperson or an experienced salesperson, and whether you’re part of a new company or representing a new product, dealing with objections can sometimes be daunting. Some of your best tools will be being skilled at product knowledge and objection handling, and, as we said earlier, most corporate training departments are doing an amazing job at training product knowledge, competitive knowledge, and base objection handling.

Very simply … you have to know your stuff! In the course of providing ...

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