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| Topic: |
Business
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| Number of pages / Number of words: |
3 / 687 |
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Make sure that you fully understand it. If not, get clarification.
- Isolate the objection while trying to determine the real, or hidden, objection.
- Convert the objection into the form of a question.
Handling Objections
- Answer the objection and then ask your prospect: "Does that satisfy your concern?" Or, "Does that answer your question?"
- Remember, a prospect's "no" might be definite for now, but it will surely not remain so forever...
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Also, when they object, prospects are objecting to your proposal; not to you. Therefore you should not take it personally--rejection is an integral part of selling.
Closing
- The sixth step in the professional selling process is closing the sale, or consummating negotiations. Closing the sale means resolving doubts, reassuring your prospect, and obtaining the engagement decision...
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