Podcast: Play in new window | Download (Duration: 24:08 — 20.1MB)
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It is fascinating as to how many sales leaders and their teams don’t like objections, and will do almost anything to avoid them. Why? Because they often see the objection as a form of rejection, and to avoid that, a natural tactic I see is sales people bombarding the prospective customer with copious amounts of information, most of which is product information. Objections are part of business, they are good for business and they do not have to be overcome, despite what you may be told. This is what I explore in today’s episode.
