LESSON 37Obstacle Envy
Learn to love objections and realize that without an objection, a sale is probably not going to be made. If you and the customer are sitting together and the customer isn’t saying anything, just give up and quit. But when a customer brings up an objection, it means the customer is showing the first stage of interest in your service or product. People usually think of why they should not buy before they think about buying. They just don’t say, “Hey, whatever you’re selling I’m buying.” If that happens, you better call the bank to check for insufficient funds on the check, because something is wrong.
Follow the customer’s objection with a question. Let’s say the customer says you are too expensive. Respond with a question, ...
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