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After all your hard work, you finally got the prospect to say “Yes” and you have started on the paperwork only to be stopped dead in your tracks by a new objection or issue that you didn’t expect. What will you do? Too often the sales person panics and starts trying to sell the prospect all over again while losing the progress made. Here is what you need to do:
#1 – Stay confident and Assumptive. You already closed the deal so don’t except any new objections as anything other than a curious question.
#2 – Don’t be afraid to open up the can of worms, as long as you are directing the conversation towards questions rather than objections. “Susan, thank you so much for asking about this because I want to make sure you have every question answered before we move forward. (Answer the question then say…) Are there any other questions you have at this point?
#3 – Get back on track and keep moving forward with the paperwork.
I hope these simple tips will help you close more deals! Make sure you listen to the podcast episode to hear these techniques in action.
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