Rapid Recap
Handle Hazards – Answer Objections
Objections are:
•
Just questions in disguise.
•
Selling opportunities!
Why customers raise them:
•
They’re missing information.
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They’ve misunderstood or misinterpreted information.
Use Objection Formula to answer:
•
Identify
: easy (just questions) or real (actual issues).
•
Confirm
: rephrase.
•
Respond
: answer!