Trustworthiness is increased when you anticipate key objections and deal with them before being asked. In this video, learn how consensus and authority affect the anticipation of reactions.
- Maybe you did such a great job presenting…that you made the sale with no questions asked.…If you did, good for you.…But I'm guessing the prospect raised some objections.…So how did you deal with them?…First, when it comes to objections,…you should anticipate them.…If you've been in sales for any length of time,…you should be familiar with the typical objections…that will come your way.…They could be related to you, your product or service,…or they might be directed at your company.…If you know what they are,…you should always be practicing how to address them…in an easygoing, friendly manner.…
Dealing with objections quickly enhances your authority…in the eyes of your prospect.…Why is this the case?…Being viewed as an authority is based…on having expertise and being trustworthy.…Hopefully you've been displaying your expertise…along the way by asking questions,…the solutions you present, and your experience.…If you know there are common concerns…and you simply avoid or ignore them,…you're probably going to lose credibility.…
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals