In sales, as in life, timing is everything. I believe the #1 cause of objections is impatience. Sales people who get in a hurry and try to make a recommendation before they clearly understand the customer's problems. Even more important, they bring up price before the customer clearly see their needs. Going for the sales without during the hard work of probing for and developing problems that can be solved by advertising is a quick shortcut to failure. One of my unbreakable laws of sales is "Treatment before diagnosis is malpractice." Don't be in a hurry, don't try to make a "one size fits all" close. People only buy when they see how advertising will make their world better. Follow this formula and the number of objections you hear will decrease significantly.
Keep Smiling, Keep Selling!
Thanks Jim Busch
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