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Be a Sales Superstar by Brian Tracy

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13Handle Objections Effectively

It is the constant and determinedeffort that breaks down all resistance,sweeps away all obstacles.

— CLAUDE BRISTOL

Every prospect has questions and concerns about your offering that must be dealt with effectively before he or she can proceed with confidence. This is normal and natural and to be expected. Your ability to answer objections effectively is a critical skill that will largely determine your level of sales and income. Your job is to master this skill.

When I began selling and the prospect objected to my offer, I would be crushed. When the prospect said things like, “I can’t afford it,” “We’re not in the market for that right now,” “We don’t need what you are selling,” “Your price is too high,” or “We ...

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