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Handling objections is part of the process from "summary" of The Sales Bible by Jeffrey Gitomer
Handling objections is a critical part of the sales process. It's not just about brushing them off or ignoring them - it's about addressing them head-on and turning them into opportunities. When a prospect raises an objection, they are essentially telling you that they have concerns or doubts that need to be resolved before they can make a decision. As a salesperson, it's your job to listen to these objections, understand where they are coming from, and respond to them in a way that alleviates the prospect's concerns. When handling objections, it's important to approach them with a positive attitude. Instead of viewing objections as roadblocks, see them as chances to demonstrate your expertise and address the prospect's needs. By embracing objections as part of the process, you can show your professionalism and willingness to engage with the prospect on a deeper level. This can help build trust and rapport, ultimately leading to a more successful sales outcome. One...
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