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NEW! - Keywords For This Page:   Trouble - Customers


  January 2004 - Handling Customer Objections

"The only way to know how customers see your business is to look at it through their eyes."
- Daniel Scroggin

This Month's Featured Articles

"7 Skills You Need To Negotiate Better"
Overcoming objections is often a matter of effective negotiation -- understanding the other person's position, while working your way around the problem.
"Listen Your Way To Sales Success"
We often get caught up in "telling" our customers what we do and don't listen to what they need -- missing out on a lot of info about how to close the sale.
"Marketing Pitfalls That Prohibit Success"
Your customer's uncertainty about purchasing your services may have less to do with the value you provide -- and more to do with the way you present yourself.
"Overcome Objections And Close The Sale"
This article provides a simple yet effective 4-step process for working through any possible objection that your customer might have to purchasing your services.
"Selling The Dr. Seuss Way"
A whimsical yet practical look at overcoming customer objections, based on the persistent main character in the story "Green Eggs And Ham" by Dr. Seuss!
"Solution Selling"
Here are some tips for solution selling -- obtaining and maintaining agreement with your customer, every step of the sales process. Try it with your next client.
"The Damaging Admission"
Rather than pretending your product is perfect for everyone, a "damaging admission" can be a great way to overcome an objection before it is even raised.
"The Last-Ditch Sales Pitch"
You always have an opportunity for one last attempt once a customer says "no" -- find out how to turn your last pitch into a winner and turn that prospect into a client.

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