{"id":399,"date":"2022-02-02T18:31:33","date_gmt":"2022-02-02T23:31:33","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&#038;p=399"},"modified":"2022-02-02T18:31:34","modified_gmt":"2022-02-02T23:31:34","slug":"key-takeaways-11","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/key-takeaways-11\/","title":{"raw":"Key Takeaways","rendered":"Key Takeaways"},"content":{"raw":"<ul>\r\n \t<li><strong>Objections<\/strong>\u00a0are 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.<\/li>\r\n \t<li><strong>Objections<\/strong>\u00a0actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect.<\/li>\r\n \t<li>The best way to handle\u00a0<strong>objections\u00a0<\/strong>is to be thorough in every part of the selling process from qualifying through the preapproach, approach, and presentation.<\/li>\r\n \t<li>It\u2019s a good idea to anticipate\u00a0<strong>objections\u00a0<\/strong>by reviewing your presentation, writing down every possible objection, and building it into your presentation.<\/li>\r\n \t<li>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.<\/li>\r\n \t<li>There are four major types of objections:\u00a0<strong>product<\/strong>,\u00a0<strong>source<\/strong>,\u00a0<strong>price<\/strong>,\u00a0<strong>and stall.<\/strong><\/li>\r\n<\/ul>","rendered":"<ul>\n<li><strong>Objections<\/strong>\u00a0are 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.<\/li>\n<li><strong>Objections<\/strong>\u00a0actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect.<\/li>\n<li>The best way to handle\u00a0<strong>objections\u00a0<\/strong>is to be thorough in every part of the selling process from qualifying through the preapproach, approach, and presentation.<\/li>\n<li>It\u2019s a good idea to anticipate\u00a0<strong>objections\u00a0<\/strong>by reviewing your presentation, writing down every possible objection, and building it into your presentation.<\/li>\n<li>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.<\/li>\n<li>There are four major types of objections:\u00a0<strong>product<\/strong>,\u00a0<strong>source<\/strong>,\u00a0<strong>price<\/strong>,\u00a0<strong>and stall.<\/strong><\/li>\n<\/ul>\n","protected":false},"author":284,"menu_order":4,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-399","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":191,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/399","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":1,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/399\/revisions"}],"predecessor-version":[{"id":400,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/399\/revisions\/400"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/191"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/399\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=399"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=399"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=399"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=399"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}