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R SalesBlog™ features blogs from David DiStefano, Richardson CEO, Richardson Founder Linda Richardson and other Richardson executives. This blog is an interactive forum that will allow you to interact, share ideas, and learn best practices of sales training and sales performance improvement. Learn more about Richardson at www.richardson.com
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2 comments:
Crystal clear!
Most of sales professionals jump to a rebuttal when they hear an objection. They lean forward into a threatening position and say something like: "yes, but ..." at best.
It is equal to saying: "you're wrong!".
Your 4 steps model is easy to use!
It's amazing how similar the objection handling processes are. Most successful sales professionals follow a similar, though not exactly the same, process. You video puts it pretty well.
Greg
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