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  • Mike Simmons thinks this is interesting:

A lot of sales training courses talk about ‘overcoming’ or ‘busting’ objections, but this implies they are barriers rather than enablers to your sale. An objection is often simply a request for more information. Objections are a natural part of the sales process and they show the prospect is interested and considering how they could take your product or service forward.

What does it involve?

  • Surface and welcome objections: if you do not surface objections you cannot handle them effectively.
  • Fully understand them: you wi...


Cover of Brilliant Selling, 2nd Edition


Objection Handling Info