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Prepare to answer objections when selling goods or services. (Sales & Marketing)
Answering objections successfully is a skill that can be learned, sharpened and perfected. Like every other sales skill, it requires study and practice.
The first step: Put every objection into perspective. Realize that the prospect uses the objection to stop you from running smoothly through your presentation. It isn't a personal attack, a denial of what you're saying or a refusal to buy. It's a way of interrupting you to gain time to think. Your job is to answer the objection in such a way that you guide the prospect's thinking process back to considering a purchase.
To understand what's going on and to begin learning productive responses, put yourself in ...
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