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Hello Team,
Overcoming objections is an essential part of the sales process, but it seems one that people I speak to either neglect or are fearful of. Really it can be very easy to counter objections, but before we get into that, I should describe what I mean by objections and what I mean by overcoming.
Objections are anything that stops a customer from buying from you. Note I said “from you”. Although we are interested in what stops a customer from buying at all, we are mainly interested in why someone doesn’t buy from you.
When I say overcome the objections, I am not describing a process where you battle, cajole or manipulate the customer into buying. Nobody appreciates that. In fact I would say once you are in a position where you have to go into a argument and counter-argument situation, you have already pretty much lost the sale.
So how do you overcome objections? When publishing content we have a brilliant solution built in to our practices; we inform the customer.
Regards,
Saiyid
