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Hal Becker’s Ultimate Sales Book by Hal Becker

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LESSON 39Role-Play and Passing on Objections

Here is an effective way you can practice dealing with objections. It’s also fun. Get your staff together: sales, other managers, support staff, technical. Start the ball rolling with a common objection, such as “It’s too expensive.” Have everyone write down, in just a couple lines, how he or she responds to that objection, then pass the response to the next person, who reads it to the group.

You’ll find yourself saying, “Wow, I like the way she said that.” The content may be similar to yours, but you like the way it’s packaged. You’ll discover, by the way, that you often get the freshest ideas from new people.

Here’s a similar exercise you can do that will allow you to examine the objections you face, ...

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