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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 16

The Ultimate Objection-Handling Tool

CHAPTER OVERVIEW

The Top Six Objections

Potent Response Models

Build a Book of Alternate Responses

Finding Your Voice

Basic Rules for Handling Objections

Objections! Nothing hurts revenue and team performance more than prospects who have the verbal skills to put us off, to tell us “no” (or worse, “maybe”), to offer sane and insane comments that form resistance to our solutions. When I coach sales teams on handling objections, I toss out this phrase, “Shame on us when we hear an objection two or three times, but never create powerful ways to move past it and advance the sale.” Two or three? How about hundreds of times a year, the same objections sticking large organizations that have thousands of sales ...

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