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RAB Research Archive

Be thankful for objections



Objections give you valuable information. They can tell you what is most important to your customer, and they can tell you specifically where your company’s solution has failed to meet a need. The flipside is that objections can also be an indicator that you didn't spend enough time identifying your customer's needs to be able to present a solution that clearly met those needs.

If you have spent the time and done the research necessary to accurately determine needs, and if you have constructed solutions based on those needs, then your customer should have no problem seeing the value of your solution; in other words, you should have no fear of asking for the business at this point.

Source: Sales consultant Nick Kane





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