Many a time, customer objections seem to make salespeople think of them as idiots/unreasonable/irrational....
Every salesperson is a customer too for a number of products/services all the time.
Every salesperson selects/deselects/buys/ a large number of products/services from a number of sellers(vendors). Can you use that knowledge to address customer objections BETTER?
Whenever a customer objection araises, apply the following train of thought:
- If I were the customer , what would have made me raise a similar objection? what issues/impact factors/drivers would have made me behave that way?
- What would have convinced me against that objection? What exactly was I looking for when I raise such an objection?
This process in my view, will certainly improve the way customer objections are handled. Try and let me know.
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