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Objections are a normal part of the selling process and are not a personal reflection on you but rather an opportunity to learn more about how the customer is evaluating the potential purchase.
Objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect.
The best way to handle objections is to be thorough in every part of the selling process from qualifying through the preapproach, approach, and presentation.
It’s a good idea to anticipate objections by reviewing your presentation, writing down every possible objection, and building it into your presentation.
There are six strategies that will help you handle any objection: view the objection as a question, restate the objection before answering the objection, take a pause before responding, use testimonials and past experiences, and never argue with the customer.
There are four major types of objections: product, source, price, and stall.