CHAPTER 12
HANDLING
OBJECTIONS
Negotiation and the
Relationship Sales Cycle
o
o
o
Trying to reach an agreement based on mutual interest
Use a win-win approach
Negotiation takes place throughout each step or stage of the
selling process
ATTITUDE TOWARD OBJECTIONS
Objection An objection is anything the prospect says or does
that is an obstacle to smooth closing.
o
WELCOME o
OBJECTIONS!
o
Learn to Accept Objections as a Challenge
Which, When Handled Correctly, Will benefit you
and Your Prospect.
If You Fear Objections You Will Fumble Your
Response Often Causing You to Fail.
Prospects that buy have 58% more objections.