Janek Resources: SPM March 2018

Customer Objections and How Sales Professionals Can Prevent Them

Customers raise objections for several reasons. Skilled sales professionals, as we’ve pointed out in previous blogs and in our Critical Selling Skills workshop, will understand the reason for the objection and view it as an opportunity to strengthen their proposal. But top sales professionals also take the time to reflect on what happened during the sales process that led to the objection and think of ways it could’ve been prevented in the first place. Let me elaborate on this idea with today’s post.

Let’s be clear about one thing: consultative selling is a powerful skill, but no matter how good you are, some customers...


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