Selling to Anyone Over the Phone

Chapter 9. Selling Through Objections

IN EVERY SALESPERSON’S DAY, there is that moment of celebration. Sometimes it is a quiet moment, when you first recognize the customer is indeed going to buy. Sometimes it is loud cheering and doing the “happy dance” around your office after you have hung up the phone from closing a career-defining account. Whichever you are experiencing, the process that took you there probably went much like a well-crafted symphony. Each symphony has an invitation or introduction part. Next, the music rises and falls with the flow of the musical story. Moments of tension alternate with soothing passages. At times, the instruments may seem to veer away from the melody temporarily, yet the composer’s genius always masterfully ...