Handling Objections

Kahle, Dave
April 2010
American Salesman;Apr2010, Vol. 55 Issue 4, p3
Trade Publication
The article discusses several ways for a sales person to deal with objection or rejection. According to the author, the first thing to do with customers is to empathize with their concern, which can be done by making a statement about understanding the concern of the customer. He adds that exploring the concern of the customer can give a better understanding of the concern he presented, which should be done by articulately questioning the concern from a general view down to the more specific view.


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