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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Sound pleasantly surprised

Many salespeople or accidental salespeople (customer service people, counter staff, front of house people) have a real hang-up about handling the problems and reservations customers give us when they want to say no to the product or service we’re offering them. This allergy is particularly prevalent when cross selling or up-selling in a retail environment. Here’s a great idea. Sound pleasantly and genuinely surprised. After an arduous 18 hour journey from my home in the UK to Bangladesh earlier this year, I finally settled into the Lakeshore Hotel in Dhaka.…

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