Summary
The key is to never answer an unasked question, which is often a question the salesperson conceives from a statement that the prospect makes. For example, your price is higher than the competition. The salesperson turns that into a question - "Can you do better?" - instead of a softening statement followed by a reverse such as, "A good point; I hear that often; why do you think that's the case?"
[...] objections are genuine challenges or concerns that can, and will, impede progress. Since stalls and objections frequently emerge in sales calls, the best approach is to bring them up before the prospect has the opportunity to raise his or her concerns.See the full content of this document
Extract
Making the Sale by Being Proactive, Direct
THEY'RE BOUND to happen to every salesperson and are the most common challenges associated with closing a deal: stalls and objections.
Stalls can be real challenges or created put-...See the full content of this document
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