Buying means making a change in his circumstances, and the instinctive reaction to change is resistance. It is for this reason that buyers will generally raise objections. Almost always, assurance is what they want in response Chances are that, a lady you are interested in will give this or that excuse for not accepting your […]| Lend Me Your Ears
The tool of communication that the buyer uses to ‘play hard to get’ is called an objection. …The good news is that there is a finite number of challenging objections; they rarely get to ten. Effective sales managers compile appropriate responses for each into a live document and continually have their teams practice them “I […]| Lend Me Your Ears
Objections are the archenemy of the average seller. The inability to handle objections is debilitating to the sales process. I’ll wager that easily over half of your pregnant sales abort because of this handicap “I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The […]| Lend Me Your Ears
Instead of telling your buyer that he’s wrong, help him come to a different conclusion of his own accord. What separates a stellar seller from an average one is the number and quality of responses they have to objections. Objections are statements made by buyers as a way to say, “I want to buy but […]| Lend Me Your Ears