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Supremely Successful Selling: Discovering the Magic Ingredient by Jerold Panas

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Appendix

The Dozen Objections to Getting the Visit

Overcoming the Dozen Challenges to Getting the Order

Sample Letter Using a Reference

Sample Letter Requesting a Visit

Sample Letter Confirming a Visit

The Dozen Objections to Getting the Visit

These are the type of objections you are most likely to get when you call for your visit. You may have one or two to add—but I doubt it!

I've included just about everything I can think of. And I've encountered just about all of them.

Here's what I want you to do. Study these objections. Have a response in mind for each one. You will most likely hear one of them.

Remember: Your job is to secure the visit. If you get to see your customer, you're 85 percent on your way to getting the order. I guarantee it.

Have these objections by the phone—with your responses. Go ahead. Make the call. You're on your way.

1. Now is not a good time for me. I'm terribly busy.
2. I can give you 10 minutes, maybe15. No more than that.
3. I don't think I'm really interested in your product.
4. Why don't you tell me on the phone what you're selling? That would save us both a lot of time instead of having a visit.
5. Why don't you send me some material? I'll look it over and if I'm interested, I'll send you an order.
6. I'm pretty much committed to another product much like yours.
7. I used your product once and didn't have a very good experience. I don't think I'd be interested in a visit.
8. I do most of my buying through Amazon and the Internet.
9. My spouse makes these ...

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