Monthly Archives: October 2011
Now, once the last objection has been answered and other objections prevented, we can just ask for the order, right? Of course we can. And, if we use the right bridge, one that makes the decision a painless one for our potential client, they will buy. Continue reading
Let’s use an objection prevention example from sales training. I will demonstrate how to head off an important hidden objection that is seldom mentioned by our customers and IS OFTEN THE MOST IMPORTANT REASON THEY DON’T BUY!
This hidden objection is the customer’s previous experience of how difficult it is to implement any new process. This is especially true in behavior modification such as process improvement, or sales or management training. Continue reading