Soft Selling in a Hard World: Plain Talk on the Art of Persuasion (2nd Edition-Revised & Updated) by Jerry Vass

Author:Jerry Vass [Vass, Jerry]
Language: eng
Format: epub
Publisher: Running Press
Published: 1998-08-29T22:00:00+00:00

Ordinary salespeople feel that every objection must be answered satisfactorily to close. Just the opposite is true. The sale will close with the objections firmly in place if the salesperson has prepared enough offsetting Benefits for the objection.

Are you married? If you are, you know marriage is somewhat less than perfect. Probably knew it going in, right? But you did it anyway. You signed a no-cut contract with a person you barely knew. If you break this contract, it will cost you at least half of everything you make during the run of the contract. Helluva deal. You married because you wanted to in spite of the objections in place. Buyers buy for the same reason, because they want to, in spite of the objections.

Now let’s look at Easy Objections. These objections can be answered by your product or service.

The formula for answering Easy Objections:• Isolate the objection by asking questions about the objection itself until you are sure you understand the true objection

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