EditorialsBy Matt Bud, Chairman, The FENG

Handling customer objections

From our daily member newsletter on October 10, 2018

Anyone involved in personal selling will tell you that one of the more difficult tasks faced by any salesperson is handling customer objections. The easiest customer objections to handle are the ones the customer tells you about. Innocent sounding questions like “What colors does it come in?” can be answered by asking “What color would you like?” If the customer wants red and you don’t have it, you at least know the problem you are facing and can develop strategies to solve it. The worst customer objections to handle are the ones they don’t tell you about. You can see you aren’t making a sale, but you don’t know why. It is a big problem. Of course, the product we [ Read more… ]

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