Handling Objections

Nov 4, 1996

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Know how to handle anticipated objections. Those are theobjections you hear from, say, 75 percent of the people you talk toabout your product or service. There are three steps: Identify theobjection, figure out how to make it an advantage, and bring it upbefore the customer does. Don't wait for the customer to voiceit. Bring it up and show how it's actually an advantage, or atleast something people will ignore.

Never wait for the customer to voice an objection you know youwill hear. Bring it up yourself, and turn it to youradvantage--that's a crucial selling skill.--TomHopkins

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