Never Let Them “Hear” You Sweat

An old deodorant commercial showed a person who was nervously anticipating a presentation he had to conduct. When it came time to do the presentation, he didn’t sweat, because (according to the advertisement) his deodorant worked. If all day you hear, “Your price is too high” or “I’ve never heard of your company,” you may become nervous, anticipating this response from your customers. Think about it; if you react negatively or defensively, you validate the customer’s perception that there is a reason not to buy. Stay cool. Handle the objection skillfully.

Remember, you are on the phone, so the customer can’t see you. Never let the customer feel that you are rattled by any objection. Stay calm, cool, collected, ...

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