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Objections

In Person

Even the best solutions are likely to face a few buyer objections. Resolving objections is best accomplished by listening, then clarifying, then rephrasing to establish a mutual agreement, presenting your revised solution with confidence, and finally, evaluating the outcome.

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学习内容

• Resolve objections in a manner that is mutually advantageous. • Identify points of agreement to lower buyer resistance. • Discover your common ground. • Respond to the six most common objections with confidence.

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学习原因

When customers have completed 70% of the buying process or can complete many online purchases without ever engaging with a single salesperson, traditional sales tactics simply no longer work. Your customers are the personification of the empowered consumer, knowledgeable beyond the need for basic information. You need a relationship-selling approach that leads to a profitable relationship.

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学习效果

By mastering a relationship-based selling approach, you can offer your customers value they can’t find on the Internet: You! And you position yourself for long-term partnerships that bring positive outcomes for all parties.

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