Then, the next step refers to delivering a statement to the prospect about a certain benefit that could potentially meet a …show more content…
This relates to the 7 steps for resolving objections discussed in the class. The book provides some of the most common customer objections. The author calls them the Four No’s, which include the objections of no need, no hurry, no money, and no trust. The way the author explains how to resolve objections is relatively similar to the process discussed in the class. First, salespeople need to ask for further clarification of the actual objection. Then, salespersons need to acknowledge the objection by confirming their understanding of the objection with the customer. Thirdly, sellers need to examine the type of objection given by the customer and with the purpose of finding the correct way to answer the objection. Then, after overcoming the objection, sellers need to confirm that the objection has been resolved in totality to avoid the objection to emerge again in the