Chapter 9. Handling Objections
Recently, I taught a prospecting seminar at a franchise organization. I had just completed the ''Anatomy of a Cold Call'' segment and someone from the Boston franchise raised her hand and said that all of this sounded fine to her, but in Boston, the calls don't always go as smoothly. Well, calls don't go that smoothly in New York, my hometown, either, or anywhere else in the country for that matter. The woman who asked the question was referring to the fact that her prospects don't always readily agree to meet with her. Rather, they provide her with reasons why they don't want to meet—that is, objections.
There are two interesting characteristics about objections. First, there are only a limited number of objections ...
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