Customer insight is key to dealing with objections

05/16/2013 | Sales Benchmark Index

The first step to dealing with customer objections is to learn as much as you can about your client and where he or she is in the purchasing process, writes Joel McCabe. You should avoid giving formulaic answers to objections, but it's a good idea to develop a response template and create a "repository of objections," McCabe writes. "Work with your team to compile objections in the customer's actual words," he writes.

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