Remember if you have the correct questioning technique well and truly established in your selling skills, you will rarely attract objections from customers or prospects.
If you find this hard to believe I strongly recommend you read the book “Spin Selling” by Neil Rackham. It actually makes me laugh when I look at all the traditional sales blogs and sales training literature scattered around the web on handling objections. There are papers and courses totally focused on this subject.
However when you read Rackham’s book you will soon come to the same conclusion and see there is a real difference between making simple sales and making major sales.Continue reading