Less is more when handling objections
Sales Training Connection
NOVEMBER 16, 2011
Handling objections. Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing with objections not only what you say but also when you say it is key to success. In fact, it’s a core sales skill. However, sales people too often want to address the objection as soon as it arises, get it off the table, and move on. After all, what really is driving the customer’s objection?