Secrets of making objections your friends
Description
For a salesperson, an objection is the kiss of death. Or is it? In this program, Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-makes it clear that an objection and a rejection are two totally separate things, as he describes in detail the process of turning an objection into an ally: first, probe for the underlying reasons; next, acknowledge it with a disarming statement, mentally classify it as content-based or visceral, and deal with it accordingly; and then get back on track and go for the close.
Runtime
26 min
Series
Subjects
Genre
Date of Publication
[2006], c1999
Database
Films on Demand
Direct Link
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