Overcome objections with empathy and understanding from "summary" of Sell More with Science by David Hoffeld
When objections arise during a sales conversation, it is essential to handle them with empathy and understanding. This approach helps build trust and rapport with the potential customer, making it more likely for them to be receptive to the information being presented. By empathizing with the customer's concerns and demonstrating understanding of their perspective, sales professionals can create a more positive and productive interaction. Empathy involves putting oneself in the customer's shoes and truly understanding where they are coming from. This requires active listening and asking probing questions to get to the root of their objections. By showing genuine interest in the customer's concerns and emotions, sales professionals can make the customer feel heard and valued. This, in turn, increases the likelihood that the customer will be open to hearing solutions to their objections. Understanding the customer's objections requires mor...
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