Provocative objection handling

Handling customer reservations does rather smack of 1990s selling techniques. I prefer to deal with the problems and issues earlier on rather than at the end. This technique works whether you’re selling a product or an idea. You probably know what the issues are going to be, so raise them early and deal with them then. But occasionally a lingering problem might rear its head once you’ve asked for the order or proposed your idea to the customer. If so, try provocative objection handling, it might just work. Let me…

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