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Address potential objections proactively and empathetically from "summary" of SNAP Selling by Jill Konrath
Objections are a natural part of the sales process, but how you handle them can make all the difference. Instead of waiting for prospects to voice their concerns, anticipate them by understanding their challenges and fears. This proactive approach allows you to address issues before they escalate into full-blown objections. Empathy is crucial here. Recognize that prospects are often overwhelmed and skeptical. By acknowledging their feelings and perspectives, you create a more comfortable dialogue. For example, if a prospect is concerned about budget constraints, don’t just dismiss their worry. Instead, validate their concern by sharing similar experiences from other clients. This builds trust and demonstrates that you genuinely care about their situation. Use open-ended questions to uncover hidden objections. Ask about their p...
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