Remember, if you hit an objection, you want to manage it on the closing staircase. What you do, is isolate the objection on the staircase, then resolve it using your needs resolution process. That means you use open-ended questions to understand the objection, then resolve it by building value around it and then get back on the staircase to close it and move on up towards the close.
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There isn’t much you can do if you hit an objection?
If you hit an objection you?
An objection is an open ended question
Think of time where you recently let a sale go without asking why the buyer didn’t go through with buying from you. Now, with the use of hindsight, write down some open-ended questions that you could have used to explore that situation with the customer before letting the sales opportunity go.
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