When it comes to dealing with objections, what you say isn’t all that matters, when you say it is also key to success.
Sales people often want to address an objection as soon as it arises, but according to sales veteran Janet Spirer, who has worked with several Fortune 100 companies, “sales people must slow down and actually ‘handle’ the objection – drilling down on what the objection truly is and its importance.”
Handling an objection can be boiled down to three simple steps: acknowledging the objection, clarifying the objection, and finally testing the solution you offer.
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