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Topic: Business
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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