December 13, 2002, Newsletter Issue #84: Handling Objections

Tip of the Week

In order to defuse customer objections, there are a few steps you should follow:

LISTEN to see if it`s a real objection.

ACKNOWLEDGE that you understand the customer`s concern.

QUESTION using soft words "Just suppose...".

EXPLAIN the relation to customer concern with benefit.

REVIEW what`s just happened and the final outcome.

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