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Address objections effectively from "summary" of SPIN® -Selling by Neil Rackham
Addressing objections effectively is a critical component of successful selling. When a customer raises an objection, it typically indicates a potential barrier to closing the sale. Therefore, it is essential for salespeople to handle objections in a way that not only resolves the customer's concerns but also moves the sales process forward. One key strategy for addressing objections effectively is to first acknowledge and understand the customer's objection. This involves actively listening to the customer's concerns and asking clarifying questions to ensure a complete understanding of the issue at hand. By demonstrating empathy and understanding, salespeople can build rapport with the customer and create a foundation for addressing the objection. Once the objection is fully understood, the n...
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