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Definition

Handling objections

Handling objections mean a salesperson seeks out, clarifies, and overcomes any customer objections to buying, or during presentation, or when asked to place an order. The problem can be either logical or psychological, and objections are often unspoken.

In handling objections, the salesperson should use a positive approach, seek out hidden objections, ask the buyer to clarify any objections, take objections as opportunities to provide more information, dn turn the objections into reasons for buying. Every salesperson needs training in he skills of handling objections.

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