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Article: How do you answer objections? (five ways to answer customer objections)
- Article from:
- American Salesman
- Article date:
- February 1, 1993
- Author:
CopyrightCOPYRIGHT 1993 National Research Bureau. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Every sales representative has favorite ways of answering objections. These may have been taught in company training programs, read about in sales magazines or discovered through experience in the field. Many representatives make the mistake of overrelying on the same methods time after time. This can be a bad strategy, since there are many available methods and each is useful under some circumstances, but not under others.
This article reports on a survey of 325 experienced sales representatives, employed by 90 Fortune 500 firms. The respondents were asked to indicate what methods of answering objections they used most frequently and what circumstances favored each ...