Your prospect raises concerns; now what?

05/27/2013 | National Underwriter Life & Health

Sales objections aren't inherently bad, as they indicate that you have the prospect's interest, writes Brian Tracy. Let the prospect explain any objections without interruption. Then ask the prospect about the reason behind their objection, and consider using the "feel, felt, found" approach: empathize, then recount a story of a similar client who was ultimately satisfied by the product.

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